Shorten That Sales Cycle!

This is a demand you'll hear from your CEO regularly. The sad truth is that there isn't a whole lot you can do to shorten the sales cycle of a new technology. People take time to absorb information and to measure the risks they are willing to take: all this figures into the time it takes to sell ... [Continue Reading]

The Hybrid Salesperson

Your mostly likely sales hire will be a hybrid salesperson - someone that has enterprise skills, can close bigger deals, run her own demos and draft her own proposals but does most business over the phone and via webinar. She will not travel more than 20% of the time. ... [Continue Reading]

Structuring Your Product For the Market

In this two minute video I describe how to structure your product for the market you are going after. Structuring Your Product For the Market A transcript of my comments follows. You have to look at the market you're going after, how they're going to make the purchase, and how streamlined you ... [Continue Reading]

What Sales 2.0 is and What it is Not

I had coffee recently with the CEO of a rapidly growing SaaS company that is focused on the SMB/SME market in verticals that are not terribly sophisticated (i.e. they are late adopters).  His company's timing is good, there is a strong need for its offering and "Software in the Cloud" is becoming ... [Continue Reading]