Power Gateway

Consistent SaaS Sales: don't just "get to the demo" use outstanding discovery to show how your solution enables your customers to overcome challenges and hit objectives. Deals are won in the opening interaction and are correlated with how much you uncove…lnkd.in/eFmbpbeS

Consistent SaaS Sales: ABC? More like ABO... We all know the scene, and that worn out adage, "always be closing." But if you're an elite seller, then you are likely doing a great job at opening the sale. Spending time preparing for your calls with prosp…lnkd.in/ezyC-Hrk

Consistent SaaS Sales: doing your science homework before your customer interactions. I'll admit to having a proclivity to get excited about my upcoming customer or prospect interactions which can get in the way of proper prep work ahead of customer-faci…lnkd.in/e9uim4uW

Consistent SaaS Sales: defining the metrics behind the metrics makes a seller into a consultant by developing new success criteria for buyers. During the course of the discovery process (which we know doesn't end until you discover the signature on the a…lnkd.in/eDaSvwny

Consistent SaaS Sales: empathizing with your prospect means making sure they feel understood. I recently had a buyer bring forth an objection that was not related to our solution, their existing technologies, or even their budget. It was related to an ar…lnkd.in/err5eJ9h

Consistent SaaS Sales: champions are more valuable than your economic buyers and here's why. I had a deal that recently pushed due to the economic buyer resigning which is, of course, disappointing but there is a silver lining here and reason to keep thi…lnkd.in/eyh2GFx6

Consistent SaaS Sales: influencing versus telling A Sales trainer early in my career had our class pick our favorite animal of four that he had drawn on the whiteboard, and then asked us to create a pitch for the rest of the room as to why the animal we…lnkd.in/eQi55JrX

Consistent SaaS Sales: the challenger sale; you're doing it wrong (probably). No one likes being sold to, and people don't change their viewpoints easily; especially just because a sales person they met last week on a call that one of their direct report…lnkd.in/eB-qdEDE

Consistent SaaS Sales #FridayFeature: today I'm featuring a bold sales focused organization, Flip the Script  ... Check out this post below on perhaps your only skill or talent as a sales pro. Getting to the root cause of a problem means being able to d…lnkd.in/erSaaUEj

Consistent SaaS Sales: calling out your value early and often. Yesterday, I posted about looking for opportunities to multi thread early and often as well as how to execute on those relationships. Another topic to keep to of mind as you progress through…lnkd.in/eanJ2Gck

Consistent SaaS Sales: the art of multi threading in sales. If you've been selling for any length of time; you've been chastised for, "not being multi threaded." It's an error that costs you time on deals (and time murders deals) so knowing tactics to h…lnkd.in/enhUG-GR

Consistent SaaS Sales: mindset also converts early stage opportunities to the next step. It's important to sell the next Step of the sales cycle especially when you're early in a deal. Outlining the value of a demonstration helps get you to that next s…lnkd.in/ejvWgurJ

Consistent SaaS Sales #FridayFeature: today I'm featuring a sales thought leader, @Chris_Orlob ... Check out his post below on the most crucial step in closing any deal: discovery. I experienced this recently when I thought a potential new customer outl…lnkd.in/eYaZbBzK

Consistent SaaS Sales: a bias to action means speed and speed means time won't kill your deals. Time kills deals so elite sellers channel their need for speed into a bias towards action. It's important that a seller have this trait to not only close deal…lnkd.in/ew5cX_QC

Consistent SaaS Sales: the cardinal rule of always, always, always setting next steps with key stakeholders. I've probably posted about this here before, but I was reminded of it recently. Sometimes your economic buyer is a "very busy" executive who "doe…lnkd.in/ewHgRtMP

Consistent SaaS Sales: additional personas in your cycle means additional discovery. Recently, I rushed to demo after a promising initial discovery with two executives. They told me they wanted a demo for their Finance team which reported to them, and w…lnkd.in/emPCQWwb

Consistent SaaS Sales: discovery never ends if you want your deals closed on time. Trying to drive urgency at the end of a sales cycle (or your buyer's buying cycle) causes tension between you and your buyer so you're left with a choice between hoping a…lnkd.in/eQhbb6Mw

Consistent SaaS Sales #FridayFeature: today I'm featuring a business thought leader on negotiations and author, @VossNegotiation ... Check out his post below on negotiations best practices. I've worked in technology sales for over a decade and worked ha…lnkd.in/eZedicJ4

Consistent SaaS Sales: higher close rates are correlated to personalization, and personalization begins with your initial outreach. Have you ever gotten a cold email that either has your name in all CAPS or even worse not even your name? The likelihood…lnkd.in/eJcS8Ajt

Consistent SaaS Sales: discovery fatigue can burn out C-level executives in your deals. We know we should be using open ended, calibrated questions throughout our discovery process, and we ask know of course that discovery doesn't end until you "discove…lnkd.in/ewT5fSkZ