Value is the language of consensus

Value is the language of consensus

VALUE IS THE LANGUAGE OF CONSENSUS. Why is that SO important? Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve 10 or more stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of...
How fast can you teach your sales team a new language?

How fast can you teach your sales team a new language?

How fast can you teach your sales team a new language? It could be the difference between winning or losing in 2022. December 31, 2021 | Written by Will Edward Over my 35 years in B2B sales, almost every company I’ve worked at has struggled to replicate the...
Fail Friday (and learn fast!)

Fail Friday (and learn fast!)

Fail Friday (and learn fast!) I heard a great fail story this week from a CRO at a $100m ARR SaaS firm The company had been going after one of the biggest deals ever with a pharmaceutical giant. The fit was fantastic and they had their most experienced, highest...
It’s all about consensus

It’s all about consensus

The attributes required for successful enterprise software sales in 2021 have changed radically I speak from deep experience. I’ve seen a seismic change in buying behavior in the last 18 months that has fundamentally changed the way we need to operate That change is...