How to Transition Channel Partners from Selling Perpetual Licenses to SaaS

Sales Benchmark Index

Today’s topic is focused on how to transition channel partners from perpetual license to cloud-based offerings. Our guest is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. What’s unique about today’s guest.

Artistic license: Using email metrics to fuel creativity

Vertical Response

The post Artistic license: Using email metrics to fuel creativity appeared first on Vertical Response Blog. Marketing analysts have been drilling it into us for years: It’s vital that we form our email marketing campaigns around the detailed information we’re gleaning about consumers. Every part of an email campaign — from the best time to send an email to the number of characters we should include in subject lines — should be A/B tested for audience preference.

Trending Sources

Microsoft Dynamics CRM Online Licensing and Pricing Update for WPC: Promotions Extended and Other News

Microsoft Dynamics

For WPC 2015, I’d like to share some licensing and pricing updates for Microsoft Dynamics CRM Online. This new offering will be available in all of the licensing programs through which we sell Dynamics CRM Online, including EA, MPSA, Web Direct, Open and the new CSP program.

EP89. Dr. Chris Friesen: How To Achieve What You Want!

Tony Durso

A licensed clinical, forensic, and neuropsychologist, he now primarily helps professional, national, Olympic, and up-and-coming elite athletes, as well as other professional high achievers.

HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. I honestly can't believe that a publication like HBR continues to publish and push junk science about sales.

Fastest and Easiest eBook Cover Creator

Fill the Funnel

with life-time license until June 1st for Fill the Funnel readers. Lifetime License. Save $20 and grab your own license. If you are creating content on the web, you need to provide a visual image or cover to put on your website or share on social media.

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Generate Sales Leads Like Never Before

Fill the Funnel

These sessions will be 30 minutes in length and will answer your questions and give you an opportunity to buy LeadGrab at the special launch price with lifetime license. LeadGrab is a tool launched today that is blowing up the results of sales and marketing professionals almost immediately.

New Video Tool Creates High Quality Results

Fill the Funnel

Audio tracks for with full usage license. The variation is which license you choose, so read through the description and select the one right for your needs. I recommend the Premium License to receive all the features and most flexible license.

Tools 50

Why There is No Value When You Provide Value Via Special Pricing

Understanding the Sales Force

I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company. Image Copyright: violin / 123RF Stock Photo.

A Solution to Plummeting Email Rates Launched Today

Fill the Funnel

Several options are available including Monthly, Yearly and Lifetime licenses and the prices are aggressively low during launch week. Grab a license that fits your needs and give it a go.

Always Remember Customer Service Is SALES!

Increase Sales

Here in Valparaiso IN, the store has hired certified and licensed electricians, plumbers and carpenters to assist customers with their questions. How many times do those in B2B or even B2C industries fail to understand customer service is sales.

This Webinar Tool Is Changing The Market

Fill the Funnel

Did you get a GoToWebinar license years ago for $99/month for 1000 seats? The tool that I am sharing today is truly moving a marketplace in the first few days since it hit the market.

Tools 91

Freedom, Liberty and Sales Teams

Pipeliner

So we can see that there is quite a difference between freedom as a right (“freedom to…” as dictated by our Constitution) and freedom as license to “do whatever I want.”.

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Want a Low Risk Small Business? Try Selling Residential Real Estate

Increase Sales

Depending upon the licensing state, the cost of entering the residential real estate industry is relatively low. In doing some cursory research, the cost to become a licensed real estate agent in Indiana is around $600. The entrepreneurial spirit is alive and well.

The Myth of Selling as a Highly Paid Profession

Sales and Management Blog

Only two-banking and carpentry-don’t require a professional license of some sort (OK, some engineers don’t have to be licensed either, but a great many do). . No rational person would accept a doctor or lawyer who had not received extensive formal training in his or her profession and then proven a minimum level of competence by passing a professional licensing exam.

How Sales Leaders Can Prepare for the Future of Work

Leads360

Jaime is a licensed real estate salesperson (DRE #01930210), holds a Master’s in Communication Management from the University of Southern California, and a B.A. The world of work is changing, and sales leaders are turning to technology to accelerate deals and improve sales team productivity.

European courts allow online re-sale of Oracle software

Mukesh Gupta

What happens in a case where you one wants to re-sell only the excess license that they have? What about the support fee (which usually is a % of the license cost that the customer has paid)? Business Model Microsoft oracle re-sell licenses SAP In a landmark decision, the European Court of Justice dealt a major blow to Oracle on Tuesday, ruling that the software maker cannot block the resale of its software online. More information about the news @ [link].

What is Buying Facilitation®? What sales problem does it solve?

Sharon Drew Morgan

She’s been training and licensing it world-wide since 1983 to companies such as DuPont, IBM, Kaiser, Bose, Morgan Stanley,Wachovia.

Meetings: The Purpose, The Pain, The Possibility

Sharon Drew Morgan

Sharon Drew can coach and train your sales teams or license trainers to prospect and get more appointments by finding real buyers on the first call. As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve.

Sell The Vision, It’s Easier Than Selling The Product!

Partners in Excellence

I’ve never sold a computer or licensed software in my career. Take licensed or even SaaS software products. While, I’ve never sold a computer, licensed software or even consulting services in my career, I or the teams I’ve managed have accepted orders and shipped $ billions of those products. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things.

Don't bother the trial user with licensing stuff until the user is hooked.

Software Business Blog

Breaking Google’s Glass Ceiling with a Microsite » Don’t bother the trial user with licensing stuff until the user is hooked. “ I just installed it, how the hell would I have a license code? rocksapoxa said: RT: @avangate: New post: Don’t bother the trial user with licensing stuff until the user is hooked [link] [.]. Software Business Blog. Blog |. About | Contact. Latest posts.

How To Evaluate Your Sales Process for the New Year

Sales Benchmark Index

No on-going licensing costs. With an off-the-shelf license model, each time a rep goes through it, the meter is running. Many sales leaders judge the effectiveness of their sales process by the level of field adoption. (“Are Are the reps using it? Then it must be working.

Sometimes Revenue Is The Wrong Sales Metric

Partners in Excellence

They were migrating from “Licensed software” to “Cloud Based Subscriptions.” ” Exec: “The average software license deal is $ 250K, typically that for about 100 users. Sales people are accountable for generating revenue—–Duuuuggghh!

[VIDEO] The Value of Sales Intelligence vs Data

DiscoverOrg Sales

If you’re wiring a house, it’s always a good idea to have a licensed electrician install the wiring and have an inspector verify that it has been done correctly. There are a lot of sales and marketing data providers out there.

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Validation of the Validation of the Sales Assessment

Understanding the Sales Force

One of the companies that insisted on validating our validation is moving forward with a license to hire 200 salespeople using our Sales Candidate Assessment. Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation.

What Should the Sales Close Rate Be?

Pointclear

Assume that the deal size is either an on premise license sale or a SaaS model with net present values calculated – for here we just want to make the match easy. I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel.

How to Really Prepare for Meeting with a Decision-Maker

Dave Stein's Blog

Within six months I earned my private pilot’s license. Back in 1994 I attended a Tony Robbins seminar. It was held at the Navy Pier in Chicago.

Selling with Integrity

Sharon Drew Morgan

Learn Buying Facilitation® | Implement Buying Facilitation® | License Buying Facilitation ®. What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Time To Upgrade Your Webinar Tools?

Fill the Funnel

Then back in March of 2010, GoToWebinar raised prices significantly to the current $499.00/month for a 1,000 seat license. Is it time to upgrade your online meeting tools and capabilities?

Tools 105

Selling with Integrity

Sharon Drew Morgan

Learn Buying Facilitation® | Implement Buying Facilitation® | License Buying Facilitation ®. What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?

Selecting a Speaker for Your Sales Kickoff Meeting: Three Things You Need to Know.

Dave Stein's Blog

I’ve been fired up many times by the best of the best, including Tony Robbins (during an 11-hour session, after which I was motivated enough to earn my pilot’s license and then buy an airplane!). What will the guest speaker at your upcoming sales kick-off meeting deliver?

The Business Acumen Gap

The Sales Blog

Photo credit: Kathrin & Stefan Solitude via photopin (license). How do we cross the chasm of knowledge, the enormous knowledge gap that exists in the sales arena? How do we help our sales people gain the knowledge necessary to have the business acumen their customers need them to have? If you’re in a leadership role or a management role, you need to understand the real disadvantage many companies face.

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

Re-occurring Revenue – Maintenance fees, service agreements, license upgrades, etc. The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing.

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How to Really Prepare for Meeting with a Decision-Maker

Dave Stein's Blog

Within six months I earned my private pilot’s license. Back in 1994 I attended a Tony Robbins seminar. It was held at the Navy Pier in Chicago.

Measuring Execution To Deliver The Number

Sales Benchmark Index

They found the sales process they licensed was not working with customers. “Every Friday I get on the call with my sales directors. It’s the same every week. They’re just reporting the news.” Many organizations run into this phenomenon with their sales leadership.

I’ll Never Make That Mistake Again. Ever.

Dave Stein's Blog

Professional license verifications: 22.8% Driving records could indicate that a person’s license was revoked, and in some states, DUI records are only maintained and accessed through the DMV.

The Worst Sales Call of 2013

Sales Benchmark Index

First he bought LinkedIn “Sales Plus” licenses for 130 sales reps. In 2013 our consultants attended 463 live sales calls. We always compare notes with each other, singling out especially successful or poor appointments. In October, we participated in the worst sales call of the year.

Leverage Data Science for IoT Digital Transformation

Babette Ten Haken

Open -source software (OSS) is computer software with its source code made available with a license in which the copyright holder provides the rights to study, change, and distribute the software to anyone and for any purpose. Data science is the missing component of your IoT digital transformation strategy. Data science allows your organization to extract business value out of Internet of Things (IoT) environments. Make data scientists your go-to resources for IoT insight.

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Yeah, You’re Making Quota, Are You Doing Your Job?

Partners in Excellence

For example, as the enterprise software companies moved from licensed on premise software to SaaS implementations, many sales people struggled with that transition. They were more comfortable selling a $100K plus license to the CIO, than engaging end users, selling subscriptions at $1K per seat. Sales is responsible for executing the company strategy in the face of the customer. What’s this really mean? Let’s imagine you have two sales people, each with goals of $5M.

Attitude And It’s Impact On Your Success

Fill the Funnel

I have upgraded and ordered 20 additional (outsourcer) licenses so that our inside team each gets their own copy. Attitude impacts every aspect of your life. Most people agree with that statement and yet your attitude can be limiting the possibilities, opportunities and results you achieve.