Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
Expansion and Renewal Demos Read More »
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business? Read More »
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Lunch and Learn Demos Read More »
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success Read More »
Yes, Great Demo! practices are equally important and applicable for folks in Customer Success.
Software Demo Considerations for Customer Success Teams – Podcast Read More »
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
re your sales teams traditional, better than average, or truly great? Contemplate the following (ugly) scenario…
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
Transition Vision – A Competitive Differentiator Read More »
What might be the single most important asset for your sales and marketing toolkit?
Four Opportunities to Harvest: The Value of Informal Success Stories Read More »
EN EN 
ES
