Most buyers understand that software salespeople earn commission. Far fewer understand how compensation plans actually work, and how those plans influence behaviour throughout the buying process. If you've ever wondered why a salesperson suddenly becomes more responsive near quarter-end, why executives appear unexpectedly during negotiations, or why
Most buyers never see what happens after a sales call ends. Once the meeting is over and the vendor logs off, the opportunity often enters a completely different process: the forecast. Inside most SaaS and enterprise software companies, salespeople attend regular forecast meetings where they explain which deals are likely
Most executives have never heard of MEDDPICC. Many software sales teams, however, think about it every day. If you've ever wondered why software vendors keep asking about stakeholders, budgets, timelines, business outcomes and procurement processes, there's a good chance MEDDPICC is influencing the conversation. MEDDPICC is
Most executives assume discovery calls are designed to help vendors understand requirements. That's partly true. But if you've ever wondered why software vendors ask so many questions before showing a demo or sharing pricing, there's a good reason. Behind every discovery call is an