On Dogs and Bones
It’s about time. By which I mean, sales is mostly about managing time. And time is just about the hardest thing to manage, right after your own emotions. Which brings me to the source of one of the biggest time-wasters…
Magic Script: An Update from the Field
In my two-part blog article, “Five Sentences That Will Change Your Life" (Part 1 and Part 2), I wrote about a remarkable script that, when delivered by a Founder/CEO, generates big numbers, like a 15% conversation-to-meeting yield. This past couple…
Finally, Some Good Fads — Unit Economics and Capital Efficiency, Part 4
Up until now, this series has been all about unit economics. And in SaaS companies, that means pretty much all about sales efficiency and effectiveness. I’ve dragged you through some analysis and calculations, drawing the conclusion that there are ways…
Finally, Some Good Fads – Unit Economics and Capital Efficiency, Part 3
Here we are, deep in our exploration of unit economics and capital efficiency — mostly for SaaS companies, but with applications to others. Apparently you’re still with me. Thanks for hanging in there. To catch up: Unit economics is really…
Finally, Some Good Fads – Unit Economics and Capital Efficiency, Part 2
In Part 1 of this article, I took a shot at explaining unit economics for SaaS companies and drew the conclusion that there is only one question on the table: How fast can you improve your sales performance to bring…
Finally, Some Good Fads – Unit Economics and Capital Efficiency, Part 1
The folks at InsideSales.com just announced they have raised $17M from an unnamed strategic investor. In that announcement, Dave Elkington said that investors are paying a lot more attention to “unit economics.” I was about to forward the announcement to…
Life on the Sales Development On-Ramp
I get asked this question a lot at conferences, usually by a sales development manager in the next seat as we listen to a tips and tricks presentation: “How long should it take to onboard an SDR?” My answer, usually…
Five Sentences That Will Change Your Life – Part 2
In Part 1 of this two-part blog series, I laid out a five-sentence script that I recently prescribed for a CEO/Founder (C/F) of an early-stage company to help him set sales meetings with prospective customers. Now, here’s the breakdown of…
Five Sentences That Will Change Your Life – Part 1
I’ve never been much of a script guy. In fact, you might say I’m an anti-script guy. I’ve been known to present to some pretty sizeable, and important, audiences with not only zero slides, but pretty much zero prep —…
In Sales, It’s Now or Never. Or Is It? – Part 2
In Part 1 of this two-part blog, I exposed two problems that can arise when a salesperson too quickly decides that a prospect is unqualified and not worth wasting time on: THE FALSE NEGATIVE PROBLEM A sales rep dismisses a…
