You’re in a sales conversation with your prospect, walking them through your product, answer questions, and handle objections. Sometimes, right off the bat, the prospect says things like “How can I buy?” Or signals the intent to buy through a buying question or signal. If you’re not sure if the prospect is ready to buy,… Continue reading The Trial Close – How to Assume the Sale
These days, many tech job descriptions list business acumen under the applicant’s requirements.Have you noticed that too?Business acumen consists of three main areas: Let’s walk through this. In general, a company can make money through several different streams.Most companies generate revenue from paying customers. A customer either pays a one-time fee or, more common today,… Continue reading How Business Acumen becomes crucial for you
When you look at my resume on LinkedIn, you’ll see that I spent some time working in Customer Support at a SaaS Company.Looking back, it has been a transformative experience. When I got on the job, I had to learn quickly. Before, I was focused on Tech. Now, I entered this new and fascinating world… Continue reading How Easily Can I Work With You?
I’ve been in customer-facing roles for over 10 years now. I’m looking back on frustrating days and weeks, as well as very fulfilling events. Working with Customers is something I learned over time, from various people. When I was a developer, I had the fortune to work directly with stakeholders or end-users on many projects.… Continue reading Customer-facing for 10 years
Let’s say you sell a SaaS product, with software developers as the target audience.They get in touch to talk about testing the product in their organization.Even if they are the ones talking to Sales initially and drive a Proof of Concept, are they also the ones buying it? Not necessarily. In some organizations, software developers… Continue reading Buyers vs Users
Currently, you might not be actively selling (as in approaching leads). Or the product sells itself right now (people get in touch with you and buy). You feel weird about cold-calling, approaching strangers about your offerings. It's a valid concern. When you look at your current customer base and revenues: Can you predict when you… Continue reading Sales as a Core Competency in your Company
When I started, I got told I couldn't be in Sales. I couldn't network; therefore, I'd be a lousy salesperson. Have they told you before you couldn't do a job because you lacked the talent? Like becoming a Salesperson? Or a programmer? "You can't become X because you don't know how to network, and you’re… Continue reading Why you don’t need talent for Sales
So, I've been talking with many software agency owners lately. A common theme in these conversations was always "How do I acquire new clients?", "Why are prospects not listening to me? When we talk about software development, software developers can relate. They want to work with us, but decision-makers don't care." Can you relate to… Continue reading Why Software Development Companies Are Not Acquiring New Clients
First of all, keep calm. Objections during sales calls can seem intimidating at first, especially when you’re not prepared for them. The customer is interested in buying from you. Otherwise, they wouldn’t bring up the steep price, your experience level, or that they already use a competitor. If they weren’t interested, they would have told… Continue reading What Should You Do When a Customer Raises Objections During a Sales Call?