sales management
Consistent Customer Success is the Key to Scale Up Your SaaS (or Any) Company
Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.
Chatting With CHATGPT On Selling...
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same time, as so many others have discussed, using CHATGPT is a double edged sword; there are some very powerful applications, at the same time there is a huge potential for misapplication and misinformation.
The Wall Street Journal Shares News About What it Takes to Succeed in Sales
Brad Bolino emailed me a link from a recent Wall Street Journal article titled, "Millennials are Changing What it Means to be Successful in Sales."
The Problem With Inbound
We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether it’s emails, social visibility, SEO, or anything else, the focus is on getting buyers to take the initiative to reach us.
Fix the 3 Most Common Revenue Killing Excuses
The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
“Customers Only Spend 5% Of Their Time With Sellers!”
I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.
