In most early stage SAAS companies that I have worked with, the product owner or product manager accompanied me as the presales and...

Selling hard or easy is a function of the product, market (prospects), competition, timing. It also depends upon our approach to sales....

Sales commoditization is the curse that many technology companies are facing today. The buyers have evolved to a more aware level while the

Convincing someone is the most challenging job in life. We all see that a lot during the conversations we have with our families,...

When you are in front your customers presenting your story, there could be many emotions running through you. The success of a sales...

I tend to ask one question to every salesman, are you positioning to replace something or you are addressing a need for your buyer that...

It was 8:00am Monday morning. While sipping hot coffee, I was on the teleconference bridge with Go to Meeting logged in, waiting for...

The right pricing model is a key to winning customers, achieving better bottom-line and prevents the post-sell depression. While sales...

You were just “Fine” when you started up and then somebody or something came along and De-fined you – has this happened to you? Young...

During this week I heard this question from 5 different people, “How long will my customers do business with me?” I could come up with...