Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]
How to use name dropping and ego the right way
During a sales discussion it’s common for your prospect to want to know the types of clients you have worked with previously. They want to feel reassured that you are the right provider to help them. And as an eager seller you want to let the prospect know who those previous clients are. You want […]
4 recurring patterns of great sales leaders
Being a sales leader can be a tough gig You have internal stakeholders to satisfy. You have a sales team to lead, educate and motivate. You have clients to delight. And to be successful can mean spending a significant part of each day with clients, either in the field or in digital meetings or working […]
Avoid this missing link to create a powerful client retention strategy
Client retention is overlooked because it’s not sexy. It’s not as exciting as bringing in new clients. And maybe it can even sound boring. But developing a powerful client retention strategy that you can actually implement on a consistent basis is far from easy. And there is a missing link that can undermine your retention […]
Selling SaaS B2B with Hunters, Farmers, Shopkeepers and Hippies
Selling SaaS (Software-as-a-Service) is still relatively new. Especially when you compare it to selling in other sectors, such as industrial products, which has been pretty much the same for many decades. Most advice around selling SaaS is confined to the idea that when you sell SaaS you shouldn’t sell a ‘product’; rather you should focus […]