SaaS Companies Are Making This Sales Mistake (Are You Making It Too?)

The majority of SaaS companies are making a big mistake that is lowering their revenue. I use to make it too... This mistake exists because SaaS is changing. People are more comfortable with bringing software into their business which means that they’re finding and buying SaaS differently than before. That’s all SaaS is, it’s just software as a service. It’s any software that helps a business make more money that they pay for monthly or annually. This is where SaaS

The 4 P’s To Selling: Focusing On The Right Prospects to Improve Your Sales Cycle

How do you find more of the right customers? People that will eagerly buy what you’re selling, with zero complaints…? AND tell their friends about it. What a dream! But rather than picking 4 leaf clovers, crossing your fingers and hoping the universe delivers these ideal clients to your doorstep...  Don’t you want a system to filter out the customers that’ll buy from the ones that won’t?

5 Innovative Ideas to Help You Leverage the Power of SMS For Your SaaS Company

There’s some technology out there that I’ll bet you aren’t even using in your business, and it’s a huge conversion booster! When I tried implementing this tech, you know what happened? It reduced my sales demo no-shows by 30%... meaning my sales velocity almost doubled! I also used it to warm up calls before the demos. So what is this mysterious wonder-tech? Here’s the surprise… you use it every day and it’s been around for years:

Do You Want Fries With That? Wholesome Upsell Techniques That Drive Expansion Revenue

When I was building my company, Flowtown, I remember one of our potential investors talking about Expansion Revenue. I thought “Uhh… okay. What the heck is that?” You don’t wanna learn about this stuff FROM potential investors. Staring at them wide-eyed when they outsmart you doesn’t exactly scream ‘good investment’. But now I know how to use upselling to increase customer retention and leverage Expansion Revenue. It makes a real difference. I’ve used it in my own businesses and now

5 Steps to Having Your Newest Sales Rep Closing Deals Better & Faster

In my career, I’ve hired dozens of salespeople… and I made some big mistakes when I did. Expensive mistakes. In my 20s I hired a guy and paid him $80k salary and all he did was talk about how he was going to close big deals… without ever doing it! For a whole year, this guy promised me the world and delivered absolutely zero value. And I actually paid him for it! Compare that to now: Last week I hired

5 Step Enterprise Sales Process: Learn How to Navigate Mammoth Deals Like a Pro

I was 24 when I closed my first enterprise level SaaS deal. I had recently started Spheric Technologies and decided to go straight to the heavy hitters. We’re talking Fortune 500 companies like Johnson & Johnson, American Express and Procter & Gamble. (guess the JFDI ethos was alive and well)  ;-) And while I had an amazing team of coaches and mentors around me (and an endless supply of Grade A boldness) to carry me through those early deals, they