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.

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.

Trending Sources

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.

AuthoritySpy Is A Sales Game-Changer

Fill the Funnel

Don’t buy any of those – With this SPECIAL OFFER , you are able to grab the Platinum license and get a lifetime license WITHOUT the monthly fee. Discover and analyze Influencers in any niche!

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.

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.

The 13 Least Known Sales Technologies


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. Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market?

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.

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.

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.

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How Sales Leaders Can Prepare for the Future of Work


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.

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.

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.

How High-Growth Companies Buy Leads


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. Leads are expensive! Naturally, companies only want to invest in lead generation channels that yield higher returns.

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!

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.

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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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.

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.

What Should the Sales Close Rate Be?


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.

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Ignite Your Sales Team: Sales Management on Fire!

Your Sales Management Guru

Corporate licensing is available, contact Acumen directly: Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen?

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

In reading his LinkedIn profile he is affiliated with a major coaching and licensing firm because the last company he worked for was a technology firm. Presumption this is a program through the coaching and licensing firm he is associated with.

How Your Marketing Turns on Sales Objections – Part 02

Increase Sales

Even if the salesperson is a sales representative such as in real estate, they are still representing the broker who holds their license. Eliminating sales objections is one of the goals to being a top sales performer.

Rejection: Does Selling Cause More Anxiety Than Dating?

Understanding the Sales Force

License Subscribers. Understanding the Sales Force by Dave Kurlan. Do you remember dating? Back in the day when you couldn''t hide behind a text or an email, the three most common questions that teenagers would ask their friends were, "What if she says ''no''?", "What if he doesn''t call?"

The 5 Most Highly Paid Sales Jobs of 2017

Hubspot Sales

They must also be licensed to sell insurance in the states where they work. Frustrated by all the work you're doing for a paycheck that barely covers the bills?

The Answer to the Madness of Myopia for Sales and Small Businesses – Part 1

Increase Sales

How many small business owners and even sales professionals eventually succumb to this ever increasing disease, the madness of myopia?

5,000 Reasons to Hire Salespeople Today

Understanding the Sales Force

The segment of our business that was hit hardest by the recession was our Sales Candidate Assessment License. There isn't much need for a license if a company isn't going to hire anyone new!

[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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5 Qualities of a Rockstar Sales Rep


If that’s one app too many, see if your company has purchased the MS Office 365 license. The sales department is an essential element of every business. It generates revenue and plays a crucial role in overall business success.

Sales 16

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 102

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

A big RFP was launched for 35,000 licenses of a recording solution that would cover half of the rep’s quota (!) Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. Specifically – when to walk away from an opportunity.

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.

What's Happening at the Top of your Sales Funnel?

Sales Benchmark Index

Well, we have over 300 licenses. Chances are you’ve got a good handle on the bottom of your funnel. For opportunities more than 60% probable, you can accurately forecast revenue. These are the opportunities you can taste. Your managers and reps focus on them and you track progress weekly.

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Expertise Not Incompetence in Sales Required

Increase Sales

In another instance I spoke with a person who is working on his real estate license. Funny thing about sales, many people think just learning about the rules and regulations of a particular industry is all that is required.

Ten Tips to Take the Dread out of Commission Accruals


For example, the company might have recognized license revenue for which no participants are eligible for payment. That revenue could be identified as “non-commissionable license fees”. For better or worse, accrual processing is a lot like the movie Groundhog Day. In the film, Bill Murray plays the part of Phil, a weatherman who is stuck living the same day over and over.

Selling With Enthusiasm

Anthony Cole Training

We do this using a tool called the Impact Analysis, for which we are a licensed distributor (provided by Objective Management Group). I was in church on the 24th of December for Christmas Eve mass. Seated in front of me was a mother and daughter. The daughter looked to be about 6 or 7.

Why Linkedin Stinks as a Prospecting Tool for Salespeople

The Sales Hunter

It stinks because for some reason people on it believe they have a license to brag. Linkedin stinks! Let me clarify. Maybe it’s not LinkedIn that stinks, but rather it’s people who use LinkedIn that stink, especially when it comes to prospecting.

Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

Special note: You could win one year licenses to the tools mentioned in this blog post. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must also be considered.

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.

7 Tips to Real Estate Agents’ Success

Increase Sales

With over 2 million real estate agents (2006) according to the National Association of Realtors (NAR), becoming a successful real estate agent takes more than just a license and knowledge of current laws and regulations.