IN THIS ISSUE
We're coming down the home stretch for the first half of 2021.
Thanks for taking time from your busy schedule to dip into Driven.
Today's Driven brings you a solid lineup of both timely and evergreen topics:
- A solution for information overload. You'll read how the mind maps that in today's issue will save you precious time. More substance, less reading. You'll also learn what to expect of the mind maps you'll see in future issues.
- How to satisfy digital expectations of buyers. B2B buyers expect more from their digital buying experience. For SaaS vendors that sell higher-end products, these rising expectations present new challenges. How can you create effective digital sales and marketing content that moves complex buying decisions to a faster close?
- How to close big, complex sales through effective discovery. The key to closing big SaaS deals at good margins is conceptually simple. First, find plenty of prospects who badly need the value you provide. And second, gather plenty of accurate information about them. But neither is easy to do, and many sellers cut corners. The results are lost sales and higher customer acquisition cost (CAC). This big mind map tells you how to run an effective discovery process that helps you win more big SaaS sales.
More substance, faster reading
If you missed the prior issue of Driven, you may be surprised to find mind maps here today. For an explanation, read lssue 64 here.
If you've read the prior issue of Driven, you'll note some new directions in this issue:
- You'll see mind maps in every issue of Driven going forward. I produce the new mind maps with a cloud-native SaaS product called MindMeister—not with MindManager as I said in the prior issue.
- Each new issue of Driven will provide a balance of both timely and evergreen topics.
- Articles about timely topics will be short. For the evergreen topics, you'll find thorough and comprehensive mind maps.
- You can view the mind maps with the links you find in Driven, but you can't copy or edit them. The evergreen maps are works in progress. I will continue to improve and update them after publishing early versions here.
- Two weeks after each new issue of Driven, the evergreen mind maps will disappear behind a pay wall. You'll no longer be able to view them in detail. If you want access after 2 weeks, you'll be able to download them, edit them, and subscribe to updates for a fee.
If you're interested in one of the evergreen topics in this issue, click on the link to the mind map immediately. You won't have long to view the map at no charge.
SALES & MARKETING TEAMWORK
SALES & SELLING | EXECUTION | SKILLS
That's it for this issue.
Driven continues to evolve through experimentation and your feedback.
If you don't share your feedback, I'm left to guess what you want.
If you've enjoyed this issue, please share it with a friend or colleague.
See you next on July 3. (Yikes. That means Q2 and H1 will be done.)
Good luck in finishing your half strong.
Driven is a fortnightly digest for busy revenue leaders in business-to-business (B2B) SaaS.
It's likely to be most useful if your company sells higher-ticket products that require moderate to heavy involvement of professional sellers.
Driven is here to help you:
- Achieve your revenue goals
- Overcome your obstacles and challenges
- Fix expensive problems
- Be the best version of yourself.
You'll find an online archive of back issues 12 through 43 at this link.
About links, commissions, and endorsements
When I provide links to articles from vendors, does it imply an endorsement?
Only of their content. Not necessarily of their products or services.
In most cases, I get nothing from providing links to products or services.
That's starting to change. I tell you when I get a commission if you buy something through a link you find in Driven.