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Sales and Distribution

Anything to do with turning leads into deals: Direct and telesales, channels, distribution, management, etc.

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Please stop selling me! Can't we just talk?

by Kristin Zhivago on May 8, 2012 2:54 PM

I answered the phone. The salesman was a little nervous. Im new at this, he said, as I corrected the way he said my first name. I wasnt bothered by him not pronouncing my name... More »

What I Learned Eating My Own Dog Food

by Kristin Zhivago on April 15, 2012 11:30 AM

As I mentioned in a previous post , I recently hired someone I trusted to interview my own clients and book buyers about my methods, to make sure I was doing as good a job... More »

FTC Report Details Best Practices Regarding Website Legal Documents For Privacy

by Chip Cooper on April 12, 2012 9:32 AM

Related link - Website Legal Documents View my video here . Chip More »

Does activity-based billing create un-needed complexity?

by BenBradley on April 11, 2012 8:32 AM

Complexity is bad. Unless it is good. For ISVs, the days when a license was purchased up-front and the software was delivered and installed on-premise are gone. The proliferation of SaaS business models and the... More »

Software Sales Forecasts: Dump your Pressure-Cooker Swags for a System that Works

by Bruce Hadley, Founder on April 9, 2012 12:39 PM

When times are tough -- and even when they aren't -- predicting future sales is a real challenge for all software companies, large and small. Everyone tries to create sales forecasts, usually in homemade spreadsheets.... More »

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What's your most important sales tool when selling something complex?

by Kristin Zhivago on August 1, 2011 10:01 PM

I do a lot of work for B2B companies that sell really complex stuff. I interview their customers constantly. And there is no question in my mind now that THE most important sales tool is... More »

Great Software Company Customer Service: Early, Useful, Personal and Fast

by Vadim on December 7, 2010 2:51 PM

Product, marketing or sales strategy do not define a company. Customer service does. If you have a great product but your support sucks, you won’t last long. And if you have great support, even the... More »

Do You Deliver Stunningly Awful Software Demos? Peter Cohan Bursts 12 Common Blunders

by Bruce Hadley, Founder on February 13, 2012 3:53 PM

Peter Cohan, founder of Belmont, Calif.-based The Second Derivative , has helped hundreds of software companies large and small improve their demos since 2003. His book, " Great Demo! " offers 300 pages of positive... More »

How To Create Software Demos that Bring In Sales Leads: 16 Tips from Autodemo

by Bruce Hadley, Founder on July 18, 2011 4:06 PM

Founded in 1998 and based in Louisville, Ky., privately-funded Autodemo has carved out -- and dominated -- an interesting niche: The 15-employee firm has helped hundreds of software companies, large and small, create compelling product... More »

Software Pricing, Hiring & Sales Insights from Infegy CEO Justin Graves

by Bruce Hadley, Founder on July 5, 2011 11:41 AM

Kansas City, Mo.-based Infegy may be tiny -- just 14 employees worldwide -- but revenues are soaring, and the company's Social Radar software is now watching more than 40 million sites and 10 billion conversations,... More »

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