SAAS companies selling to B2B enterprises often face unpredictable sales funnels. They deal with challenges like longer buying cycles, multiple decision-makers, frequent changes in requirements & tough negotiations amongst others. These are facts of B2B saas sales that one can’t wish away. Successful B2B enterprises tackle this by having a wider top of the funnel. This ensures a steady flow of orders despite the unpredictability in the sales funnel mentioned above. This is easier said…

Demand generation initiatives often fight to identify the right decision-makers in the organization. While it is an excellent strategy to reach out to the senior-most person possible, it is also essential that the problem you are solving or the solution is one of the critical priorities for the person. We often see people wanting to reach out to CEOs, CXOs hoping that if it comes from the top, the…