Selling SaaS

Selling SaaS In my almost six years of selling SaaS solutions, I’ve arrived at some pretty big conclusions about how to effectively and consistently sell it.  Before we jump in, let me be honest, I’ve had a range of experiences, some good and some not so good.  A good experience happened recently, the stars aligned [...]

By | May 24th, 2017|Speaker, Trainer|0 Comments

Bottleneck Theory for Sales

In college, I took a really boring class called Operations Management. Like most boring classes, there were several important lessons disguised in arcane diagrams and efficiency tables. One of the valuable lessons I learned was bottleneck theory. The bottleneck theory states that you can only produce as fast as your slowest process. For example, if [...]

By | April 7th, 2017|Trainer|0 Comments

Three Sales Positions Guaranteed to Rock Your Prospects’ World

Increasingly, we hear about the importance of relationship selling, and it is important, but it is just one of many positions you can take with a prospect. Every sales professional is different and varied products and services call for different engagement strategies. Knowing the different positions you can hold as a sales professional will allow [...]

By | March 28th, 2017|Trainer|0 Comments

The Three C’s of Sales Success

After 10 years in the sales profession, I’ve had the good fortune of working with some incredible sales people. Each person was different, different communication style, sense of humor and personality. They all had something in common, each one embodied what I’m calling the three C’s. Being good at sales is about mastering the fundamentals, [...]

By | March 18th, 2017|Trainer|1 Comment