What drives someone to purchase a SaaS product? Is it that it ticks all the boxes on their requirements list? Perhaps it’s the cheapest provider out there, or maybe the buyer just really hit it off with the person on the other end of the phone? Product, Price and Personality (PPP) are the 3 themes that...
Over the past few years there has been a significant change in buyer mentality. I touched on this in a recent blog about driving more value through discovery calls but the issue is much deeper than that. Here’s a summary of the vast majority of sales calls that I’ve experienced (from both sides of the table)...
I believe that the way the vast majority of sales people sell their product is wrong. I say this having had experience sitting on both sides of the table, muting sales people and swearing at my phone, as well as falling asleep whilst personally reciting the same thing over and over again. I read a lot, but...
