by Gerald Vanderpuye | Sep 12, 2017 | Sales Enablement
Buyers’ perceptions of the archetypical sales rep don’t do us any favours. Many buyers think we’re going to try and sell them a solution regardless of their actual requirements, using manipulative or strong-arm tactics. From my own experience of working with...
by Gerald Vanderpuye | Jul 26, 2017 | Sales Enablement
So you’ve got a fantastic product, you’ve identified a customer that could get real value from it, you know they have a genuine need for your product; but they don’t want to disrupt the status quo. They would rather continue to use a competitor’s product than switch...
by Gerald Vanderpuye | Jun 6, 2017 | Sales Enablement
Many SaaS companies trying to sell to enterprise customers consider initiating a pilot programme in the hope that their solution will become indispensible and will be rolled out across the company. There are several schools of thought about SaaS pilot programmes, the...
by Gerald Vanderpuye | Apr 7, 2017 | Sales Enablement
Having a fantastic product, designed to save your prospects time and money, improve performance and productivity, make them more agile or competitive, and drive business success is not enough. In fact many enterprise customers would happily turn down the opportunity...
by Gerald Vanderpuye | Jan 31, 2017 | Sales Enablement, Uncategorized
Three Books …Three Events…Three Blogs The sales landscape is constantly changing as we all try to do it better than our competitors. As such it’s an area that is seeing a lot of innovation — blink, and you may find yourself light years behind the top sales teams in...
by Gerald Vanderpuye | Jan 26, 2017 | Sales Enablement, Uncategorized
I’m in the same boat as you. I’m trying to sell our SaaS sales enablement tool into tech companies like yours. You might be trying to do the same, or trying to reach VPs of other large enterprises with your product. Enterprise Sales Are Tough If you’ve just hit...
