B2B SaaS – The Unique Mentality of Top Enterprise Sales Pros

June 21, 2022

One of the oldest generalizations about tech salespeople is that they are “coin-operated” – i.e., motivated by nothing more than earning high commissions. Sure, any salesperson wants to be rewarded for their efforts. But I’ve noted several less well-understood factors, unrelated to earnings, that help to explain the success of the best enterprise salespeople in today’s SaaS marketplace.


RECENT POSTS

B2B Market Strategy - Figuring Out Your ICP Without Needing a PhD

May 5, 2022

In recent years the acronym “ICP” (Ideal Customer Profile) has become part of our marketing lexicon, spawning a cottage industry of experts and consulting firms advising entrepreneurs and executives on how best to pinpoint their go-to-market strategy. As sometimes happens with new concepts, there can be a tendency for recommended methods and templates to become a tad over-complicated. The problem is, if it turns out to be too difficult for marketing and sales teams to apply the newly defined ICP effectively in their prospecting activities, what then?

Without Astute Orchestration, No Platform Business Can be Sure of Success

February 1, 2022

These days successful platform businesses are the envy of every tech CEO and investor. Yet, most tech companies are still designed as linear product businesses, selling their offerings to one customer at a time, and then pursuing the next prospect. At best this design constraint delays their success, at worst it condemns them to failure as a platform. To succeed, it’s vital to adopt an ecosystem perspective, with orchestration and curation as critical competencies.


B2B SaaS – One Business Model, but Three Distinct Sales Motions

June 4, 2021

It’s a mystery to me why so many B2B SaaS sales teams fall so far short of doing justice to the potential value of their offerings for addressing complex or painful problems. To illustrate just what I mean I have a true story to share – let’s call it the Story of Company A and Company B.

Likely Winners & Losers in the Covid Vaccine Tornado

March 30, 2021

It’s a mystery to me why so many B2B SaaS sales teams fall so far short of doing justice to the potential value of their offerings for addressing complex or painful problems. To illustrate just what I mean I have a true story to share – let’s call it the Story of Company A and Company B.


BLOG ARCHIVE

All of my previously published blog posts can be viewed in the Blog Archive.