Are you speaking in a language your customer understands?

Are you speaking in a language your customer understands?

Jan 29, 2021 | Sales

Are you talking with your customers in a language they understand? In the hilariously funny tv show Silicon Valley, they poke fun at how we in the tech biz tend to spew nonsense and technobabble when talking with customers. As a 30+ year high tech sales veteran, this...
How much does your product cost?

How much does your product cost?

Jan 18, 2021 | Sales

What do less experienced sales reps struggle with the most? Hands down it is pricing discussions. And this then extends into closing deals. Heck, you could credibly make the argument that even the most experienced sales reps struggle the most with overcoming pricing...
B2B Sales Coaching 101

B2B Sales Coaching 101

Apr 15, 2020 | Best Practices, Sales

When I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your...
Fast Growing B2B SaaS Sales Problem

Fast Growing B2B SaaS Sales Problem

Feb 14, 2020 | Sales

When a B2B SaaS company grows rapidly and achieves the magical $100M in ARR run rate, they may believe that they don’t have a well-defined and consistent sales methodology. While they may not have a codified sales methodology, they do have tribal sales best practices...
2020 Vision: B2B Sales Predictions

2020 Vision: B2B Sales Predictions

Jan 6, 2020 | Best Practices, Sales

As we B2B sales practitioners and leaders enter a new decade, here are some bold predictions that I envision transforming the B2B sales world: Radically change how sales quotas are derived. According to CSO Insights 2019 World Class Sales Practices Study, only 57% of...