[Escape Velocity] – Episode 36 – Jacco van der Kooij @ Winning By Design

Take everything you think you know about sales teams… And get ready to throw it out the window. I mean it. Sales, as a concept, is still dragging a lot of dead weight from old-school sales gurus chanting “ABC - Always Be Closing!” The SaaS business model is being polluted by these old ideas that just don’t work. For decades, we’ve needed a fresh new take on sales training strategies...

[Escape Velocity] – Episode 31 – Greg Segall @ Alyce

Years ago the so-called “secret” to B2B company growth was getting leads.  If you got enough email addresses or phone numbers that you could give to your sales team, you were going to make BANK. Not any more. Everyone is on LinkedIn, social media accounts are 1-click away, and business emails get scraped and sold daily. It sucks… but it’s true. The question isn’t how to get leads, it’s “How do I make them stop and listen?”

Moving Up Market in The SaaS World: The Transition from SMBs to Mid-Market & Enterprise

“10x more money per customer?” Cha-ching!  Moving your business upmarket can mean massive revenue boosts. It’s where the big-bucks get made. Upmarket customers are the affluent, enterprise-level businesses that demand more from your SaaS... but also write bigger checks without even blinking. By moving upmarket, your company's growth can scale quicker from fewer customers. I bet you’re already thinking: “SIGN ME UP!”

[Escape Velocity] – Episode 25 – David Priemer at Cerebral Selling

You know what gives me an instant explosive headache? Telemarketers. It takes me about 2 seconds before I can tell they’re reading from a script.  “Are you happy with your… BLAH BLAH”.  I’ve worked closely with many sales teams so I empathize with the job they have to do, but I simply cannot tolerate inauthentic selling.  There’s no excuse. Just train your sales team properly! What really grinds my gears is that telemarketers tarnish the reputation of all salespeople. I

The Ultimate Guide to Reducing Ramp-up Time for New Sales Reps

At 17 years old, I learned to code. It was the skill that helped me out of a pretty dark place, and I actually got pretty good at it.  But after 10 years of writing code for my own companies, I had to confront a difficult truth:  I was the bottleneck in my own company. I realised that writing code wasn’t enough. I had to be a leader. I had to learn how to hire, train, retain and manage different

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?