Seth Temko

We’ve heard various adages about what makes us human. ‘You are what you think’. ‘You are what you eat.’ And while these certainly contain some truths, human biology determines behavior more than we realize.

Everything in a well-oiled marketing and sales ‘machine’ has one goal: winning new business. Unlock the full potential of your marketing department!

Salespeople work hard to get prospects to answer ‘Yes’ or ‘No’. But in B2B sales, especially software sales, there are more response options than this simple binary. More organizations (and individual salespeople) need to be equipped to handle ‘Maybe’ and ‘Not Now.’

Regardless of what and how you sell, your customers experience your brand through software. But it’s all too common for software to have ‘code bloat’. So why are software companies still piling ‘code baggage’ at the customer’s doorstep? And what can be done?

Roller coasters and software implementation can be exciting or terrifying. Or both. Anyone who has ever bought software knows what an emotionally and operationally bumpy ride it can be. Why is that? What can software makers do about it?