If you ask Customer Success Managers (CSMs) what the main benefit of their CS tool is, I would bet that they say “insight in the health of my customers” or “I want to become more proactive”. …


TL;DR:

Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs [see Hubspot below], so a time-series aka. month-on-month comparison approach to funnel analytics would already be an improvement. …


When you ask sales managers what they are responsible for, they say revenue growth. When you ask them how they grow revenue, they say by managing the sales team right. Nevertheless, we mostly only hold sales managers accountable for financial results not input related metrics. That’s flawed!

Sales managers should focus on manageable KPIs

The most important…


TL;DR

No one would tell you to bad-mouth the competition, but that doesn’t mean that you should not address and weaken them head-on in sales conversations. I drew parallels with politics and marketing to show that inducing uncertainty (FUD) is working. Nevertheless, the real art is in how to dismantle the…


TL;DR

Giving up because your environment seems out of control is human, actually, some might not pick up hope once they regain control — a concept coined ‘learned helplessness’ by Martin Seligman. As a solution, Seligman proposes ‘positive psychology’ by i.e. convincing yourself that a bad sales call in crisis times…


tl;dr

Relationship builders are often seen as too soft to perform well in sales. Nevertheless, this does not mean that the skill of relationship-building should be undervalued. A good relationship allows the salesperson to give advice and challenge the lead. …


tl;dr

The latest addition to the model I use to plot the maturity of elements that influence commercial performance in companies is ‘perception’. You can have a perfect team and a perfect product to sell, if you don’t respect the sales profession — don’t expect to get any satisfying results.

The model of too many P’s

When…


tl;dr

If you build your sales playbook on characteristics of ‘won deals’ only, you are blind to the reasons why most deals simply don’t close — a clear case of survivorship bias. …


Strong and weak link systems

Malcolm Gladwell’s amazing podcast ‘Revisionist History’ showcases underappreciated topics and discuss them in a fascinating way. Episode 3 talks about the societal impact of donations given to elite universities by billionaires. The sports analogy that is used, is comparing the difference of impacts of ‘star players’ in their respective sports…


Aaron Ross, the author of Predictable Revenue, famously advocates the splitting of roles according to specialization as People do few things better.

Nils Brosch

Founder of SaaSCollective.net - European SaaS Sales Knowledge & Consulting. Founder of 3 successful companies in Berlin and Amsterdam + experienced VP of Sales.

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