How do you structure a discovery call? The discovery call is a sales rep’s playfield. The success of a discovery call purely lies in the hands of a sales rep. The better the questions they ask, the better their discovery about prospec...

Let me begin this post with an encouraging fact for all SaaS startup enthusiasts – The industry is growing at a staggering rate of 18% year on year. The growth of SaaS startups in the last decade is nothing short of a fairy tale. The top c...

Not all well-done demo meetings convert to closed deals. According to a published Softletter report, SaaS companies report trial-conversion rates of 25%. At that rate, your business is losing 3 out of 4 prospects with ‘buying intent’. While there...

So far, we have seen the five steps in a typical sales process. Our first blog captured the initial steps that a quintessential sales representative has to go through to lay the foundation of his/her sales process, viz. prospecting, preparation and a...

In our last post, we had seen what a sales process is, how it is the lifeblood of any business, and took a glimpse of the first three stages of a sales process, viz. prospecting, preparation and approach. We will now move on to the next two stages in...

Every business is different. But the really successful ones have one thing in common – a streamlined sales process. The equation is pretty straightforward – the more time and higher quality effort you put into a sales process, the better your...

Small businesses are thriving in the United States–there are 31.7 million of them!  How can you hope to distinguish yourself from others? Competing only on price will not cut it.  A strong, memorable unique selling proposition will set you ap...