Will’s words of wisdom

Value is the language of consensus

Value is the language of consensus

Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve +10 stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of mind – then you’re probably toast…

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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 performing rep leading the campaign. The rep even had a long term relationship with the business executive sponsoring the project…

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It’s all about consensus

It’s all about consensus

The attributes required for successful enterprise software sales in 2021 have changed radically. 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 the growth in size of buying groups which are now twice or even three times the usual number…

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It’s time to empower SDR’s

It’s time to empower SDR’s

I BELIEVE SDR’S ARE SET UP TO FAIL … thrown under the bus of Sales and Marketing expectation. Put simply, Sales wants credible, qualified opportunity and Marketing wants to register as many SAL’s (Sales Accepted Leads) as possible. SDR’s find themselves in the challenging position of trying to please both parties with the result….

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HOW TO FIX CUSTOMER SUCCESS …

HOW TO FIX CUSTOMER SUCCESS …

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. Its most likely that the customer relationship is starting on the wrong foot – with the wrong expectations…

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