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Why Lawyers Don’t Run Startups This article by Steve Blank is excellent.  The business decision-makers should negotiate the strategic issues and then engage the lawyers to draw a contract that reflects those agreements. “Startups need to have a great lawyer, accountant, patent attorney, etc. But founders need to know how Read More
Posted by Chuck Devita
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Are you Selling Solutions or Tools to the Enterprise? I regularly encounter SaaS application vendors who are having difficulty getting traction in Enterprise customer acquisition.  The founders think they have an Enterprise Solution because it has the potential to change the way work is done in the Enterprise.  Because they Read More
Posted by Chuck Devita
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Making the Transition from On-Premise to SaaS Solution Provider The challenge for B2B Software Solution providers is that the growth rate of on-premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions is 40% and higher. The question is: “Should you change or die? Read More
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We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps and used uniformly across the team?” The challenge Read More
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Elay Cohen, CEO of Saleshood, has the viewpoint that first line sales managers need to improve their ability to coach their reps to improve their performance. His new book titled “SalesHood” is a good read. I really like this quote in Chapter 4, Nurture Social Learning, from Benjamin Franklin: “Tell me Read More
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I really liked this post from Carew International on the generational differences and the impact on sales. It provides some interesting insight for sales leaders. The detailed Generational Differences Chart, provided at the Workflow Management Coalition website, is worth a look. I also recommend “Not Everyone Gets a Trophy”, a Read More
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This very good article by Jason Jordan on the range of elements that are included in the term :Sales Enablement”. Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it’s a code word for a sales operations group; other times, Read More
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The challenge for B2B Software Solution providers is that the growth rate of on- premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions is 40% and higher. The question is: “Should you change or die? The answer is obvious. The issue is how Read More
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According to a number of research reports, the number one reason deals do not close is a sales rep’s inability to present value effectively. As Geoffrey Moore pointed out years ago in his book, “Crossing the Chasm”, Early Adopters and Innovators are enamored with features, but executives in the Majority Read More
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Are you going to market with an enterprise app that promises to improve revenue, reduce cost or improve control? Often, these products propose to accomplish success by changing the way work is done in the enterprise. There are many enterprise SaaS market entry attempts starting with a low price (<$25K Read More
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Sales Productivity is a critical measure of the viability of your sales force. One of the important ways to improve Sales Productivity is to provide each rep with an adequate pipeline of qualified leads. The more time that your reps can spend moving prospects through their funnel (rather than hunting Read More
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At Growth Process Group, we focus on complex sales scenarios involving large transactions with medium to large companies. A common definition for forecast accuracy is the percentage of the bookings dollars that were closed in the quarter as compared to the forecast at the start of the quarter. Some companies Read More
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By David Skok, General Partner, Matrix Partners There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of Terence Mann, AKA James Earl Jones: Read More
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By Marc Dietz, director of IBM SaaS strategy & marketing Software-as-a-Service (SaaS) is not a new delivery model. The SaaS market has enjoyed rapid growth over the past few years and shows no signs of slowing. In fact the SaaS market is estimated to grow at a CAGR of 24 Read More
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Excerpted from a Sandhill.com article by Peter Yozzo, Founder and CEO, ThinkHR titled ” What to Consider Before Pivoting Your Business to the Cloud Model”, dated Tuesday, May 27, 2014 Pivoting your business to the cloud? Here are five things you should do and five mistakes to avoid when making Read More
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