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 […]
9 factors for a powerhouse B2B trade show presence
Although trade shows were predicted to die out due to the ease of communication via technology, business-to-business trade shows are still important for many industry sectors. Sure, nowadays trade shows have to prove their worth to attract exhibitors. And there is a real challenge for shows to remain current and offer an experience that can’t […]
When to contact newcomers in C-level roles
It’s pretty standard these days for sales professionals to be on the lookout for what are called “trigger events” as a way of spotting potential new business opportunities. Trigger events are a sign that something has/is/maybe happening within a prospects organisation that could create a new need for them. Or the trigger event may highlight […]