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    by Chris Strandin August 22, 2022

    Competing in SaaS Sales

    In SaaS sales, you're typically competing against another SaaS solution or a traditional software solution. In either case, knowing your competitors inside and out will set you apart from alternatives. This post explores some common traps SaaS companies fall into, and how to avoid falling behind your competition. These days, you may have 40 competitors in a hot space, your whole team needs to be involved in identifying and learning about them. 

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    by Chris Strandin August 15, 2022

    If You're Too Busy to Plan, It's Time to Start

    Pardon the oxymoron, but it's true. No matter if you're at home or in the office, or managing a team or calling customers; when you get the most busy you need to get the most efficient. The best way to get more efficient is to plan - it will cost you about an hour a week, and can save you more than an hour every day. With an extra two or three days every month, what could you accomplish?

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    by Chris Strandin July 28, 2022

    Selling Through A Recession

    We can quibble about what to call it, or the severity today, but we have now officially posted of two negative GDP quarters in a row. The downturn may be soft, it may be brutal, but we are looking at some turbulent market forces affecting your quota and results.  

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    by Chris Strandin July 6, 2022

    Growing SaaS Installed Base Revenue

    Typically following the initial growth of a company's core SaaS product, markets become saturated, and growth of new accounts slows. Once this happens, key ways to continue rapid growth are to bring a new product, service, or upgrade to market, or expand utilization of the current product within installed base accounts. These strategies allow SaaS companies to bridge the gap to continue hitting rapid growth targets by offering new products, services, or tiers of products.

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    by Chris Strandin July 6, 2022

    SMB vs. Enterprise Sales Reps - Key Differences

    Selling to the Enterprise is very different than selling to small and medium businesses (SMB). Typically, an enterprise business has at least a thousand employees, well defined policies and procedures, and does over a billion dollars a year in revenue. Conversely, small and medium businesses have less than a thousand employees, with revenues short to well short of a billion dollars a year. These two types of accounts have different mindsets, and sales reps need to understand the differences to approach them for better results. 

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