Behind every successful organization, there is an efficient sales team.  The efficiency of a sales team is driven by how motivated the individual reps are.  Now the easiest way to motivate a sales team is by offering them earned commissions. When these commissions are tied to a quota, your sales team’s motivation is closely aligned […]

Qualifying prospects is an integral step of every sales process. However, spending too much time on just this step might not be the most productive use of your reps' time. This is where a sales methodology like MEDDIC helps.  What is the MEDDIC Sales Process? The MEDDIC sales process is based on a simple and […]

Are you one of those who always reach the end of a deal, only to see it fall through unexpectedly? In all probability, this could be because you were following the wrong sales model in your organization. There was a time when relationship-building and problem-solving models were popular. However, as time progressed, the Challenger sales […]

Following up is arguably the most critical yet painstaking part of closing any transaction. Almost always, the first interaction never results in a sale or a closed deal. On average, it takes marketers and salespeople about 8 touch-points to get a meeting with a prospect. So except for the first touch-point, all the 7 touch […]

It’s never easy to teach sales. The sheer complexity of the field and the tightly intertwined processes make it a daunting task to share knowledge. Thankfully, there are many pearls of wisdom scattered here and there, left by many successful salespeople across the globe. And all those tiny bits of knowledge have been compiled in […]

The goal of any sale is a favorable exchange of value or service for monetary compensation. The sales models vary across industry, deal-stage, or designation, but the framework of value exchange remains the same. This blog discusses talk tracks, a conversation structure used by salespersons to favorably navigate their sales interactions with prospects, customers, or […]

Startups evolve rapidly. New founders are left with no choice but to adapt quickly. And one major consequence of this - many strategies related to startups fail to stand the test of time. But there are some exceptions. Certain time-tested pearls of wisdom related to startups are still available today in the form of books. To […]

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 contributors to this meteoric rise were a customer-centric approach, a […]

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 could be many reasons, the advent of remote selling has resulted in shrinking attention spans and […]

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 approach. This was followed by another post on subsequent steps that they have to […]