Sales 3 min read
How people buy your product
Marketing works best when it connects your customer’s description of their problem with your product. But not all your customers…
Sales
Fresh insights, tips and tactics for the modern-day salesperson
Sales 4 min read
The value of salespeople who don’t just sell
The typical salesperson is more focused on prospecting new clients than driving value for existing customers. By passing off clients…
Sales 5 min read
How to build and structure your sales team
The traditional SaaS sales team structure is built on outbound sales — an approach that requires salespeople to pursue leads…
Sales 11 min read
23 SaaS metrics for fundraising + optimization
Fundraising can be a distracting period for a company. The CEO and the finance/analytics team particularly feel the weight of…
Sales 7 min read
Your B2B SaaS sales strategy should be driven by customer size
Consumer products have always put the user experience above all else and now the same is happening in B2B software….
Sales 4 min read
Time for sales to call a truce with customers
Remember a time, in the not too distant past, when people bought software without trying it first? It’s a time…
Sales 1 min read
The right type of revenue
Don’t confuse consulting revenue, one-time deals, or charity donations with actual recurring monthly product revenue. They’re very different beasts. Articles…
Sales 4 min read
The orange juice test
Spending money is very easy. Spending money effectively is very hard. There are lots of dodgy people & service providers…
Sales 2 min read
Understanding distribution & conversion
The world of web analytics is full of ‘golden rules’ about dated metrics like bounce rate, time on site, pages…