How Effective is the Teaching Conversation?

How Effective is the Teaching Conversation?

How effective is the Teaching Conversation? When done properly, it is an incredibly effective Sales Tool. We’ve worked with scores of Complex B2B Sales teams over the past 15 years teaching them how to create and deliver an effective Teaching Conversation. The...
Champion vs. Point of Contact

Champion vs. Point of Contact

One question that inevitably comes up in our client MEDDIC training sessions is: How do you know if you really have a Champion in an account vs. just a Point of Contact (aka Chump)? I always reply with the same response. Have you used the three part definition of a...

True Sales Result (TSR for Institutional lnvestors)

True Sales Results (TSR) Is a Complex B2B Sales Consultancy founded In 2006. Wehelp early stage SaaS sales teams learn how to engage, influence and sell moreeffectively. How do we make this happen? We leverage our proven Go to Market (GTM) Sales Strategy and Field...
Beware the Modern Day Snake Oil Salesman!

Beware the Modern Day Snake Oil Salesman!

What’s your sales ailment? We have the cure! In a recent 2023 research study, 98% of all SaaS Sales Leaders responded that their five (5) biggest sales challenges were: Deals are taking longer to close (60 days – 120 days) More Deals are ending up in the...
Continuous Sales Learning

Continuous Sales Learning

What is Continuous Sales Learning? Why is it important? After 30+ years in Technology Sales, there is an opus piece of work that I still need to complete. It will be the legacy that I leave behind for the Complex B2B Sales SaaS community at large. Including my two...
The CEO Three Envelopes Story

The CEO Three Envelopes Story

A new CEO has been hired to turnaround the performance of a struggling company. He gets into his new plush corner office very early on his first official day of work. He’s somewhat startled as he enters his office because there is someone sitting at his new desk...
Lessons in Competitive Positioning

Lessons in Competitive Positioning

Many years ago, I learned an absolutely invaluable lesson in competition. I was employee #10 and working for a Boston based software company that developed the first Applicant Tracking System (ATS) that scanned resumes and created a digital searchable version of the...
2023 Complex B2B Sales Predictions

2023 Complex B2B Sales Predictions

As I gaze into my sales crystal ball… what do I see for Sales Leaders in 2023? 1. Opportunity: There are the select few Sales Leaders that actually see an opportunity in the chaos and economic downturn that we’re experiencing in SaaS Tech Sales. They see the...