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3 Strategies for Improving SaaS Customer Retention Rates
Darrin Fleming
Apr 5, 2016
4 mins

3 Strategies for Improving SaaS Customer Retention Rates

As customer acquisition costs continue to rise, many forward-looking SaaS providers are focusing on customer retention to reduce their churn rates. In a SaaS environment, the initial purchase is just the beginning of your relationship with a new customer. You must keep earning customer loyalty to ensure high renewal rates and avoid the financial and reputational damage of churn.

How to Weave Value Selling into Your Storytelling
Darrin Fleming
Mar 29, 2016
4 mins

How to Weave Value Selling into Your Storytelling

Everyone loves a good story – from fables and folktales to case studies and compelling copy in marketing campaigns. A well-crafted story clearly illustrates how your solution adds value to an organization, and elicits a positive emotional response from the reader.

Sharpen Your Sales Tools with Value Selling Models
Darrin Fleming
Mar 22, 2016
3 mins

Sharpen Your Sales Tools with Value Selling Models

Your prospect has already visited your website, perused your online content and seen a demonstration of your product or service. What do you do next to convert an active inquiry into a sale? Prospects must understand the short and long term financial benefits of your solution if they are to make a positive purchase decision. This can be a challenge, as many focus on direct acquisition costs and compare them to the cost of what they’re already doing. Such analyses can be short-sighted and inaccurate because they omit the incremental value delivered by a new solution.

Find New Growth Opportunities by Expanding Your Market Definition
Darrin Fleming
Mar 8, 2016
3 mins

Find New Growth Opportunities by Expanding Your Market Definition

If you’re trying to find new opportunities in a market, it doesn't necessarily mean you have to expand your product line. First, expand your perspective. Why do I say this? To paraphrase Harvard marketing professor Theodore Levitt, people don’t want to buy a quarter-inch drill bit. They want a quarter-inch hole. In other words, look at the market from the perspective of the problem that you solve.

Darrin Fleming
Feb 16, 2016
3 mins

Read This Before Talking about ROI

How frequently do you use the term “ROI” in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about “ROI” inaccurately. In a casual conversation, people might still give you the benefit of the doubt and have faith that you know your stuff. However, if you’re making a formal presentation or having a serious conversation with a prospect who’s well versed in financial terminology, any misuse of the term could obviously leave a disastrous impression about you and your company.

Darrin Fleming
Feb 2, 2016
3 mins

Selling to the CFO: 7 Tips to Inspire Confidence in Your Solution

One of the greatest advantages in selling is the ability to understand how CFOs (a typical approver) think. That’s particularly true if you’re selling a technology solution. Why? Tech sales generally represent large investments, and the job of any CFO is to make sure that any major expenditure will yield measurable results and a good ROI. As the steward of money within the company, CFOs wants to make smart investments. Your job as a seller is to provide proof of value. Although you might be extremely personable, likeable, and engaging, it’s important to realize that the typical personality of CFOs is not built to make decisions based on whether or not they like you.

Darrin Fleming
Jan 26, 2016
3 mins

4 Steps to Improve Your Value Proposition

In today’s economy, having a compelling business value proposition and being able to deliver against that promise is not a "nice to have," it’s the price of admission. Companies today constantly vie for business decision makers’ attention and the opportunity to sell their product or solution.

Darrin Fleming
Jan 19, 2016
3 mins

How to Prevent Prospect Objections

Every sales rep dreads hearing prospect objections. From “Your price is too high,” to “Call me again in three months when I get my budget back,” it can sometimes seem like all prospects want to do is find reasons not to buy from you. This is a frustrating situation for reps, especially when they feel, as the best do, that their product or solution could actually help the prospect and improve his or her business. So what’s the disconnect? If your offering can actually make life easier for this prospect, why is she spending so much time finding reasons to reject it?

Darrin Fleming
Jan 5, 2016
3 mins

How to Create a Compelling Value Proposition

How well can you describe the value of your offering to different market segments? Correctly communicating value at the segment level is critical to any successful business strategy. Unfortunately, many B2B sales and marketing professionals communicate value in broad, generic terms, or fail to customize their language to appeal to different market segments.

3 Fundamental Drivers of Marketing Excellence
Darrin Fleming
Dec 29, 2015
4 mins

3 Fundamental Drivers of Marketing Excellence

In most competitive endeavors, fundamentals are what we must first learn and master in order to perform well. They provide us with confidence in setting basic direction and a stable foundation when the going gets rough. In marketing, sound fundamentals help set strategic direction, guide tactical plans and provide benchmarks for determining execution and performance.

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