7 Ways to Ensure Prospects Show Up for Demos

A “Book a demo” notification excites every SaaS team—it’s a signal of potential sales amid fierce competition. But what happens when too many of these demos requests turn into no-shows? Maybe your calendar is filled with tire kickers—people who sign up but with no intention of committing—or leads who ghost you last minute. Whatever the […]

The Best Salesperson That I’ve Ever Met

It’s amazing when an old dog teaches you new (sales) tricks. Here’s the story: My wife and I are travelling through Guatemala and Mexico.  While wandering the cobblestones of Antigua, we were charmed by Marco, an 80-year-old guide/hustler, who offered us a tour of a local coffee plantation.  Marco told us the tour was $5, […]

How Marketing and Sales Can Avoid Silos

Many B2B SaaS companies sadly operate in silos or fiefdoms. Different departments have their own mandates, goals and priorities. They battle against each other for resources and attention as much as they battle other companies. Without collaboration, partnerships and shared mission, it’s an inefficient way to do business. But it’s a reality, especially for early-stage […]

How to Get B2B SaaS Prospects to Embrace Change

I’m a sucker for shiny, new online services. Even when I’m happy with what I’m using, it is tempting to try something else. For example, I participated in a conference call with someone using Sessions.us, an AI-powered platform. A friend who raved about it (and the sweet deal he purchased on AppSumo) piqued my interest. […]