Annals of Sales: Presentation Review

August 2, 2011 at 7:19 PM | Posted in Annals of Sales, SaaS | Leave a comment
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As I blogged the other day, I was putting a wrinkle in a talk I often give, asking a Japanese audience ( a group that works in America) to question everything I tell them. I can’t tell if this hit home as they were attentive at the beginning and throughout the presentation. I did get a laugh when I mentioned that one of our people, at a prospect demo, ate a cannoli that made him weep.

Quadratic SaaS

I think that my little wrinkle had the biggest effect on me. Once I decided to make one change, the gates of change were open. I invented a small sales tool to help categorize a prospect’s status vis-a-vis SaaS. Down one side I have Like/Dont’ Like SaaS and in the columns, Understand/Don’t Understand SaaS.  Based on where a company lands in a quadrant, I added a suggested play. It is a very simple concept but perhaps just the thing for a new reseller. Who know? It might help someone, some time.

 

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