If you don't care, I can't help change your mind.
I took a small company that was living contract to contract into a world where they started making millions in annual recurring revenue.
There's no secret, magic bullet. All I did was make sure we were delivering progress at a regular cadence. Kept communication channels open. And tried to, but ultimately failed at, training the sales team to stop with the secret deadline negotiation.
I understand the sales cycle at the enterprise SaaS level is a long song-and-dance of promises and and punishments. I understand that money only changes hands when the customer feels like they will get their money's worth or else your business will go out of existence. It's a difficult game to play.
However... they were never unhappy. Steady, reliable, and consistent beat out guessing, promising, and hoping to deliver every time. The dollars proved it.
I took a small company that was living contract to contract into a world where they started making millions in annual recurring revenue.
There's no secret, magic bullet. All I did was make sure we were delivering progress at a regular cadence. Kept communication channels open. And tried to, but ultimately failed at, training the sales team to stop with the secret deadline negotiation.
I understand the sales cycle at the enterprise SaaS level is a long song-and-dance of promises and and punishments. I understand that money only changes hands when the customer feels like they will get their money's worth or else your business will go out of existence. It's a difficult game to play.
However... they were never unhappy. Steady, reliable, and consistent beat out guessing, promising, and hoping to deliver every time. The dollars proved it.