Software Sales

  • Agility And Flexibility: The Key Elements In A Profitable Partnership
    Agility And Flexibility: The Key Elements In A Profitable Partnership

    When it comes to a relationship between an independent software vendor and a tech developer, agility is not just a basic quality to look for in a partner — it’s an essential one.

  • What The Future Of Business Apps Means For Your SaaS Business
    What The Future Of Business Apps Means For Your SaaS Business

    The average SMB uses 5-15 apps daily! Here's how automation will make app management more efficient for SMBs.

  • Customer Service: Its Importance And Value
    Customer Service: Its Importance And Value

    Customer service is often overlooked by many companies becasue it's hard to measure the direct value of providing great customer experience. In today's highly competitive market, businesses have to make tough calls on what to focus on next to survive, and unfortunately, providing customer satisfaction is usually on the lower end of the list. Without being able to properly quantify the direct value of great service, many businesses can't justify spending time and resources on providing it.

  • Strike Sales Gold Prospecting With Identity Resolution
    Strike Sales Gold Prospecting With Identity Resolution

    The business of marketing and sales tech is booming. Technologist and blogger Scott Brinker released the 2017 edition of the marketing technology landscape (Martech 5000), which reported that the number of available marketing solutions grew to a total of 5,381 (from 4,891 unique companies). The organizational technology stack continues to balloon. By one estimate alone, the average enterprise uses more than 90 cloud services.

  • Uncontrolled Channel Partner Discounting: Is Your Software Company Throwing Away Profit?
    Uncontrolled Channel Partner Discounting: Is Your Software Company Throwing Away Profit?

    According to a study published in the Harvard Business Review, more than 30 percent of companies that frequently granted unmanaged discounts reported a decline in average sales price after only three months. Channel sales and strategy veteran Steve Walter knows firsthand the economic impact that ad hoc discounting can have on software vendors – he once worked for a software firm that was providing $15 million annually in extra discount requests granted to channel partners. You can read more about how he led the charge to get discounting under control in the June 2018 issue of Software Executive magazine. In the meantime, Walter explains why this is a problem for software companies in the first place, why discounting conditions your customers to change their buying behavior, and what you can do to solve this.

  • How SaaS CMOs Use Customer Personas To Generate Better Sales Leads
    How SaaS CMOs Use Customer Personas To Generate Better Sales Leads

    If you read marketing blogs you probably think improving marketing automation is the top challenge facing SaaS CMOs. But if you work with SaaS marketing teams you’ll quickly discover that for most of them ‘C‘ is the biggest challenge. The real work starts rather than it ends once you’ve generated leads.

  • What We Can Learn From Ants To Improve SaaS Conversion Rates
    What We Can Learn From Ants To Improve SaaS Conversion Rates

    SaaS onboarding is the beating heart of your business. In our era of freemium, trials and other piloting processes, ramping up prospects who signed up for your product can make or break your forecasts. Increasing free-to-paid conversion rates is therefore a daunting task. You may feel overwhelmed by the incredible amount of factors you can tamper with. The myriad of solutions out there while doing a great job at solving specific problems rarely help identify the main levers of improvement for SaaS conversion rates.
    Today, we’ll discuss an approach to identifying these levers and how to execute against them.

  • Faster Sales Growth With Shorter Adoption Cycles
    Faster Sales Growth With Shorter Adoption Cycles

    Does your company's growth depend on your product's adoption cycle? A product's adoption cycle is how long it takes to prove the value in your product or service.

  • Should You Sell Through Sales Channels OR Sell Direct?
    Should You Sell Through Sales Channels OR Sell Direct?

    Being of an engineering mindset I always think that are a defined set of parameters to help decide every path, although typically with many unknowns and thus judgements to make. In growing a software business internationally, there is a short list of growth paths and yet with so many variations that makes it extremely difficult to decide. Many variations need to be tested to find the right path to success.

  • Every SaaS Sales Team Must Try 'Email-First' Cold Calling
    Every SaaS Sales Team Must Try 'Email-First' Cold Calling

    Sales was simple 20 years ago. There was only one strategy: ABC (Always be closing). It meant picking up the phone and dialing, every time. Then with the increased use of call screening, voicemail and corporate gatekeepers it became more difficult to reach decision makers by phone. Email-only took over as the most effective sales strategy.

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