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 […]
How to get powerful client testimonials
Selling a service or technical product can be like “selling the invisible”. Clients can’t directly see what they’ll be getting. And that’s why just about every expertise-based business relies on some form of ‘proof’ that they can deliver what they offer. Potential clients simply don’t know whether you can do what you say you’ll do. […]
Is your sales process killing your results?
One very important step in maximising results from your sales activities is to consider each of the steps, or contact points, that a prospect will experience with you during your initial contact and sales discussion. This is your ‘sales process’ Just like a manufacturer has a process to take raw materials and create a finished […]
Reacting to clients will cost you sales… this is why
Recently I was preparing for an inhouse training program by interviewing a number of senior managers and business development staff within the client organisation – the Australian division of a multi-national engineering company. The company has a great team of experienced staff, and is well positioned for future growth within the industry sectors they serve. […]