Responsiveness to Regulation – A GREAT Selling Point.

Have a few accounts that won’t embrace subscribing to your SaaS application?  Try the regulation pitch on them and I have a feeling it can move them off the dime.  Recently changes in some international VAT rules caused havoc with bookkeeping and accounting software companies.   MORE >>

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How to close deals with SMB’s

It’s been long known that the key market for SaaS services are the SMB’s.  Who else would react so positively to superior technology at a lower cost and without and CapEx investment?  Verio (who has major ambitions – and big funding from NTT  - to be a large cloud provider) recent released the results of it survey of 515 SMB IT decision makers.

Here are some of the key findings from the research:  MORE >>

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Which sales techniques work in SaaS?

SaaS sales is really more about marketing and retention than almost anything else.   Here are the critical success factors you should focus on.   MORE >>

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You’re not in the software business, you’re in the …

Ask McDonalds what business they are in and they will tell you, “the real estate business.”  Ask Disney and they will tell you, “we sell happiness.”  What does a winning SaaS entrepreneur tell you when asked the same question?  The most experienced will say, “we’re not in the software business, but  MORE >>

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She loves me, she loves me not

Visualize your customers playing that game the second they hit your website (and by, the way, don’t forget how much money you spent to get them there in the first place).  They found some things that intrigued them, they were confused by others and more likely than not they were put off by one or two things as well.

If they click “sign up” or “free 30 day trial” it means they stopped on “she loves me.”  So why are you letting your sign-up/registration process ruin it for them?   MORE >>

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Price = Cost + Risk + Hassle

Have a list of prospects that should have bought but didn’t?
Do an ROI analysis on a hot deal and it shows great results for your solution … but they didn’t buy?
Have lower than average website conversions (SaaS industry average for conversion is 32%)?  MORE >>

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The Five Obstacles to Every Sale

There are five major problems to overcome in sales

  1. Cold Calling: How do I get them to take my call, get past gate keepers, etc.
  2. Prospecting: how do I get them to talk to me/give me time
  3. Qualifying: how do I not waste time with poor prospects
  4. Getting to the Decision Maker (DM): how do I get there and how do I get this guy stopping me out of the way
  5. Log-jams: how do I “unstick” deals and get them to buy.   MORE >>

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Remember $4 a Gallon Gas?

Remember $4.25 gas?  Remember how upset everyone was and how much it hurt to fill up your car?  You were counting pennies weren’t you?  We all were — but I wonder if you/I/we may be missing the bigger picture – your 10% close rate.   MORE >>