by Dave Vranicar | Jul 7, 2021 | Blog
BUYERS | BEHAVIOR | TRENDS | RESEARCH How B2B buyer behavior & expectations are changing: What buyers want from you now The people who buy your B2B SaaS products have changed. Maybe forever. Chances are good that your buyers have changed more than your...
by Dave Vranicar | Jul 7, 2021 | Blog
WORKFORCE | MANAGEMENT | HUMAN RESOURCES | STAFFING & HIRING Brace yourself for massive employee turnover in the next 12 months Somewhere between 25% and almost 60% currently employed workers plan to quit their job within the next 12 months. So say several...
by Dave Vranicar | Jul 7, 2021 | Blog
SALES & SELLING | EXECUTION | SKILLS Selling value: The vanishing art of elite sale performers If you’re not selling value, you’re competing on price. Good luck with that in a highly competitive B2B SaaS market. This article shares ideas and resources...
by Dave Vranicar | Jun 23, 2021 | Blog
SALES & SELLING | EXECUTION | SKILLS Effective sales discovery: The key to closing complex B2B SaaS deals Challenge Many higher-end B2B SaaS companies struggle to achieve their revenue goals. An effective discovery process is among the most important foundations...
by Dave Vranicar | Jul 18, 2020 | Blog
What to do when key customers say no to a case study What can you do when a key customer won’t agree to participate in a case study? This is a common challenge – especially with big customers. And it’s an urgent challenge if you have only a few customers....
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