SALES THOUGHTS

You sold the champion, they are going to escalate this to the next level and now you have to navigate the waters of the organization to the top.   What…

Seventeen. That's how many emails I unsubscribed from today.  Noted Analytics sponsored SaaStr Annual last week in San Mateo, CA so I went and met a lot of different software vendors. And here…

Forecasting can not be predicted with 100% accuracy but, just like insider trading, if you have a better understanding of the problems we are about to face, you can better…

Attrition - “the action of gradually reducing the strength or effectiveness of someone or something through sustained attack or pressure.” Even our most effective sellers can start to tune out,…

Has this happened to you? You lose a winnable deal. Or you won, but it was with a massive discount at the end. These are common outcomes of late-stage deal…

  4 things to do before your next discovery call The discovery call is the most important meeting in a sales cycle. It's the key to running faster sales cycles…