Buyers vs Users

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…

Sales as a Core Competency in your Company

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…

Why you don’t need talent for Sales

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…

Why Software Development Companies Are Not Acquiring New Clients

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…

What Should You Do When a Customer Raises Objections During a Sales Call?

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…

Handling Objections More Effectively in Sales Conversations

When you’re in business, you most likely also have dealt with objections already: You ask for the sale, and customers reply with “It’s too expensive” or “I don’t need this.” What an objection actually means Every objection threw me off entirely during my first Sales conversations. I had no idea how to handle “It’s too…