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 >>

————————————————————————

Buying is a Decision to Change

Ever make the mistake of trying to change a spouse or a child … or a co-worker?  It’s very, very tough – if not impossible – to get people to change.  Ask the American Cancer Society; in a recent study they published they announced a landmark breakthrough in which they doubled the effectiveness of a stop-smoking campaign … from 0.15% to 0.30%.  One-third of one percent effectiveness.  Ouch.

But there is hope, one thing we know for sure MORE >>

————————————————————————

How to Leave a Voice Mail that Isn’t Deleted

Smart SaaS companies subsidize their inbound campaigns with targeted inside sales campaigns.  Sometimes getting them to buy isn’t nearly as difficult as getting them on the phone.  This video has a few tips for leaving a voice mail that get’s returned.  MORE >>

————————————————————————

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>>

————————————————————————

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 >>

————————————————————————

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 >>

————————————————————————