SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 5 days ago

New blog articles detected

  • First Dibs On My Next FULL-DAY Sales Workshop (plus a whole lot more…) [The Friday Four – 4/21/2017]

    Let’s get right to it… 1 – ANNOUNCEMENT: FULL-DAY SALES WORKSHOP Do you need to… … Qualify your Leads into Prospects… … Move Prospects into your Sales Pipeline…   … Convert your Sales Pipeline into Paying Customers? Perfect. This workshop is for you. CLICK HERE for the details. Together, we’ll: Build your Prospecting Plan of […] The post First Dibs On My Next FULL-DAY Sales Workshop (plus a whole ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 5 days ago

New blog articles detected

  • Sales Recruiting: What are the biggest risks in hiring a salesman at your startup?

    Question: Also, what are the biggest risks in hiring a salesman too early at your startup? Answer: Hiring any salesperson too soon. If you’ve yet to acquire paying customers, then it’s too soon – you’re still in Customer Discovery and Customer Development mode. And while Customer Development really is sales, as the company founder it […] The post Sales Recruiting: What are the biggest risks in hir...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 6 days ago

New blog articles detected

  • Is it possible for an SaaS product to penetrate the enterprise without a dedicated sales force? #Q&A

    Question: How can a small and resource-constrained SaaS enable adoption at enterprise-level without spending (much) time or money? Answer: Yes, in fact you have to start without a dedicated sales force for the first 3-4 customers. The first sale will be extremely manual and will reveal the steps of the sales process critical to building […] The post Is it possible for an SaaS product to penetrate ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 6 days ago

New blog articles detected

  • LIVE SALES TRAINING: Ending the “Send me a one-pager…” in your sales funnel

    Need an immediate boost in your LEAD CONVERSIONS? Cool. I’m hosting a LIVE SALES TRAINING this week. Click here for the details, or just read on… Here’s the scoop:  Are you hearing a lot of… “Send me a one-pager…” “Can you share your deck so I can circulate it to the team?” “Thanks for the demo. Shoot me […] The post LIVE SALES TRAINING: Ending the “Send me a one-pager…” in your sales funnel appea...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 6 days ago

New blog articles detected

  • What do you need to know to try and become a SaaS Salesperson?

    Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target market is different, your customers are different. Yes, selling is selling at its core, but would an hardware engineer tell you they have the same job as a mobile app engineer? A few concepts I’ve […] The post What do you need to know to try and become a SaaS Salesperson? appeare...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 6 days ago

New blog articles detected

  • Is there a good way to set a marketing budget in an early-stage SaaS company? #Q&A

    Question: We’re laying out a plan for 2014. We’ll do $500 thousand in revenue in 2013 with an aim to get to $2 million in 2014. We expect about half our revenue to come from inbound leads. What would be a good way to calculate a marketing budget based on these starting points? Answer: Money […] The post Is there a good way to set a marketing budget in an early-stage SaaS company? #Q&A appeared fir...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 6 days ago

New blog articles detected

  • How do you drive a “sense of urgency” when selling SaaS or enterprise software? #Q&A

    Question: Companies like Gilt Groupe and Fab drive a sense of urgency around purchasing in that if you don’t buy it today, it might not be around tomorrow. Car dealers often have “end of month” or “end of year” incentives. Are there similar strategies that work with enterprise software or SaaS sales? How do you […] The post How do you drive a “sense of urgency” when selling SaaS or enterprise soft...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 weeks ago

New blog articles detected

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 weeks ago

New blog articles detected

  • In terms of sales, what are the three most important things to know about psychology? #Q&A

    Question: You can only choose three. I have read a lot about how psychology is important for sales, but never read much about how it is used for sales. Can those more knowledgeable share? Answer: Here are my three: Bounded Rationality Risk Aversion | Loss Aversion Anchoring ________________ Bounded Rationality – Articulated by Herbert Simon […] The post In terms of sales, what are the three most i...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 weeks ago

New blog articles detected

  • How can I get sales off the ground for my enterprise SaaS company? #Q&A

    Question: I’ve read all of Aaron Ross’s (great) content (book + videos) as well as a lot from Jason M. Lemkin and am thinking of using LeadGenius as well as 2 AEs to run a 90-day pilot but would love any additional thoughts, approaches, insights, etc from those who have done this. We are selling […] The post How can I get sales off the ground for my enterprise SaaS company? #Q&A appeared first on ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 weeks ago

New blog articles detected

  • Predictable Prospecting, Podcasts & Selling Confidence [The Friday Four – 3/31/17]

    It’s the last day of Q1. Do you know where your sales are?   I just wrapped up a round of Sales Strategy Calls with my clients to set the course for the next three months.   If you want some help with this, grab time on my calendar here for a “Sales Audit.” It takes […] The post Predictable Prospecting, Podcasts & Selling Confidence [The Friday Four – 3/31/17] appeared first on SalesQualia.

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 3 weeks ago

New blog articles detected

  • How quickly should you hire salespeople in a SaaS company? #Q&A

    Question: The faster you hire the quicker you can grow your revenue (in theory). However, it can be a danger to hire too quickly. Any rules of thumb here? Answer: As soon as you have a repeatable sales process, defined as: Your lead sources and best prospecting activities are clear and measurable. Your Customer Segments […] The post How quickly should you hire salespeople in a SaaS company? #Q&A a...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 3 weeks ago

New blog articles detected

  • How should I prepare for a mock sales presentation? #Q&A

    Question: I have had an in-person interview with a web/mobile analytics company in San Francisco, and they want to bring me back for the final interview and a presentation of their product as if I’m presenting to and pitching Amazon (hypothetical scenario). Their product measures activities that users take on customers’ sites. The presentation is […] The post How should I prepare for a mock sales ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • It’s been way to long… and that’s my fault…[The Friday Four: 3/24/17]

    It’s official. I’m a slacker. It’s been more than two months since sending out my so-called weekly “Friday Four.” The good news is I’ve been teaching and sharing ideas with of live groups – workshops, conferences, speaking… The bad news is that I’ve neglected the 1000+ of you on this list. I aim to fix […] The post It’s been way to long… and that’s my fault…[The Friday Four: 3/24/17] appeared firs...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • Is it a good idea to offer a discount for the launch of a Saas B2B service?

    Question: I’m wondering if offering something like a 50% rebate, available only at launch time would be a good idea ? The aim is to make people subscribe now and not delay their decision. Answer: Companies still do launches? Assumably, you’ve gone through the Customer Discovery and Customer Development process, which means you have hard […] The post Is it a good idea to offer a discount for the la...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • What are some rules of making successful follow up calls to prospects? #Q&A

    Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs. Advance. (This is described in the book “SPIN Selling” – http://www.amazon.com/SPIN-Selli…). An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with […] The post What are some rules of ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • How do SaaS companies typically find their first six-figure customer?

    Question: Obviously this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first “big sale” (which I’ve arbitrarily defined as $100K+ in annual revenue). Is through their personal networks? Cold calling? Trade shows? Something else? Of course there’s no right answer here. More interested in any patterns. Answer: Every […] The post How do SaaS companies ty...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

  • What are some rules of making successful follow up calls to prospects? #Q&A

    Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs. Advance. (This is described in the book “SPIN Selling” – http://www.amazon.com/SPIN-Selli…). An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with […] The post What are some rules of ...

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

SalesQualia: Improve Sales Performance

Category: Content
Type: Youtube Video

Generated 1 month ago

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 1 month ago

New blog articles detected

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • How hard would it be to start a sea cargo business if money to buy cargo ships were not a concern? How profitable would it be?#Q&A

    Question: How hard would it be to start a sea cargo business if money to buy cargo ships were not a concern? How profitable would it be? Answer: Why would you need to buy a cargo ship? You could probably lease out empty space on ships already in operation. Call a shipping brokerage and ask […] The post How hard would it be to start a sea cargo business if money to buy cargo ships were not a concer...

  • What should be the main responsibilities of a sales manager?#Q&A

    Question: What are the most essential differences between sales officers/ account managers/ key account managers and a sales manager? What are some key issues sales managers face? Answer: Recruiting & Hiring: Finding A players. All the time. Even when you don’t have an opening. Developing Frameworks: Teaching how to find similarities and differences in sales […] The post What should be the main re...

  • How is ramp-up time handled in SaaS sales comp plans?

    Question: We are hiring inside sales reps with a base of $45K and OTE of $90K. How do we handle the first 3-6 months when they are ramping relative to their commissions? Is it just assumed that they will probably make less than their $90K target # during those months or are they otherwise compensated […] The post How is ramp-up time handled in SaaS sales comp plans? appeared first on SalesQualia.

SalesQualia: Improve Sales Performance

Category: Content
Type: Blog Article

Generated 2 months ago

New blog articles detected

  • What are the best practices for sending “cold” sales emails? #Q&A

    Question: The specific use case is SaaS sales but could be related to any sales process. There has been a lot written about cold calling but much less about “cold emailing”. What are the best practices? Answer: Don’t. Pick up the phone Find the decision maker Network your way to an introduction Start lower in […] The post What are the best practices for sending “cold” sales emails? #Q&A appeared f...

  • What are the best practices related to auto-renewal of SaaS/enterprise software contracts? #Q&A

    Question: Every contract is different but, in general, do enterprise software and SaaS companies typically set their contracts to automatically renew at their expiration or does a renewal have to happen explicitly. I’m sure both happens but I’m interested in what’s most standard. Answer: Yes, have your contract auto-renew. Couple of thoughts around this: Start […] The post What are the best practi...

  • How do you tell (in an interview) if someone has the potential to become a great B2B salesperson? #Q&A

    Question: When hiring for a low-level B2B sales position that doesn’t require previous sales experience (i.e. appointment setter, intern, sales associate) – how do you tell if a candidate has what it takes to become successful? (Successful in the job hired for, and to have the potential to be promoted to and succeed as a […] The post How do you tell (in an interview) if someone has the potential t...

  • What is the best way for a SaaS company to deal with long sales cycles? #Q&A

    (I’m assuming that we are discussing an enterprise-wide SaaS platform or service that is priced at $25K-100K+ per year, or multiples of that, not single-user licenses that might range from $10-$100 per discrete transaction.) I agree with Nadim on some points, but strongly disagree on others. Do NOT hire “closers.” Instead, hire sales professionals that […] The post What is the best way for a SaaS ...

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