How to close more deals from your sales calls Before starting Funnelll , I was IBM's regional digital sales manager in the Middle East and Africa for their SaaS portfolio. I have taken the revenue for the portfolio from $0 to $1M in 3 quarters and then to multi-millions of dollars afterward. Here is the one thing I teach my sellers on how to increase their win rate; Validate early, validate often. The easiest way to validate your lead is to establish the BANT criteria: Budget, Authority, Need, and Timeline.  Ask questions like: Need: Why are you considering us? Understand the need the customer wants to fulfill. Are they a good fit for your product? Be honest about it. Your customer will do their research anyway so you can save yourself and them time early on. If your product is a good fit, try to establish their Compelling Reason To Act (CTA). E.g. if you are selling cloud storage and your customer's servers are almost full, then they have a compelling need to buy your solution...

SaaS Sales 101: Understanding Your Sales Funnel and How To Tune It After spending years as a technical consultant helping Fortune 500 companies design, build, and run high-performing and scale-able systems, I found that tuning a sales funnel is very similar to tuning an IT system. It all starts with visualizing the funnel starting from the top; where customers/requests are coming in and working your way downstream all the way to the bottom (System of records aka DBs in technology and Sales in business). In my previous job, I helped take SaaS products from 0 to $1M in less than 3 quarters, and then many millions afterward using the same techniques I successfully used doing performance tuning for IT systems. Welcome to lesson number 1, and the most important one; what is a sales funnel and how to tune it. What is a sales funnel? A Sales funnel is a representation of the customer journey from discovering your service to making a purchase. This journey can be visualized...