When you start selling your SaaS to larger customers, some of them will inevitably ask for custom contracts. Large companies can have many different...
Should a SaaS company ever negotiate custom contracts?
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Channel sales options for a SaaS.
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One way to grow revenue of a SaaS company is by doing channel sales. It means using parties that are not a part of your organisation, “the channel”...
What to do when a client asks for a discount.
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In a previous post I explained why I always ask for a discount on larger purchases. But how should you handle this question if you are on the other...
Cold emails.
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There are many other ways to generate leads, but I found cold emails to be one of the most effective. Over the years I have sent and received quite a...
The fundament of all successful marketing and sales.
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A free solo climbing entrepreneur would probably have a hard time marketing insurance to government employees. The reason is that it would be...
Legal-driven software development and sales.
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On more than a few occasions I have heard stories from frustrated developers and sales people caused by the same department: legal. Developers who...
Why sales increasingly looks like consulting.
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The internet has greatly impacted the role of salespeople. Vendors used to have information the general public could not access independently. If you...
What you should know about sales.
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It does not matter if you are a developer, accountant or stay-at-home dad. Sales is part of your job. Every day you try to convince people: a manager...
Exceeding expectations could be a bad idea.
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Many companies include “we will exceed your expectations!” or something similar in their marketing material. This is a dangerous statement, because...
Ask for a discount.
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What if I told you there is something you can do that will save a lot of money and only takes ten seconds? Sounds like a no-brainer, but it is not...