Resources

G2’s annual buyer behavior report dropped recently. As one of the top-ranked value-selling tools on the website, we couldn’t help but take an interest. This year’s theme, unsurprisingly, is the “Age of AI”.

At the end of the day, it’s your champion who sells to the buying committee–not you. And, in today’s current enterprise sales climate of tightening budgets and increasing CFO scrutiny, they need as much help as you can give them. 

It’s no secret that enterprise SaaS budgets are getting harder to access. Sales cycles are longer, CFO scrutiny is more intense, and buying committees are bigger–sometimes up to 20 people. 

San Francisco, CA - June 5, 2024 - Minoa is pleased to announce that Sunil Joseph recently joined the company as an advisor.

When artificial intelligence (AI) burst onto the scene in late 2022 with the launch of ChatGPT, it had a big impact on the sales world.

These days, buying committees are bigger, and CFO scrutiny is more intense. Being able to communicate your product’s value effectively is one of the most important parts of pushing a deal through.

June 5, 2024 – San Francisco, California – Minoa is pleased to announce that Pete Ryan recently joined our team as an Advisor.

Telling a story is one of the simplest and most powerful tools in a salesperson’s arsenal. Controlling the narrative, however, is much harder.

San Francisco, California – May 30, 2024 – Minoa, the business case and value selling platform for GTM teams, is pleased to announce that Jim Kelliher, the former CFO of Drift, joined Minoa as an advisor last week.

In enterprise sales today, you need to prove your solutions’ value – especially to a Chief Financial Officer. To convincingly prove value, you need a business case. And to build a good business case, you need data.

87% of organizations now use value-selling tactics, which has become an essential sales strategy in the post-effects of a tough economic situation. It makes sense. As budgets tighten, CFOs and buying committees are beginning to have much more say on what deals happen.

We’ve seen hundreds of sales teams calculate their solutions’ ROI in Minoa. Based on their feedback, we redesigned our model from the ground up to build the new Minoa ROI Calculator. 

Personio's goal is to help companies unlock the power of their people. They do this by empowering organizations of many sizes and complexities with an all in one HR solution to meet all your people process needs.

Economic challenges and increased financial scrutiny have shaped the sales landscape in the past three years.

For some, the personification of sales is a slick-talking, charismatic young man in a suit who can sell anyone a pen. However, as professionals know, the B2B enterprise sales landscape is more complicated.

The SaaS industry is shifting from product-centric to value-selling techniques, enhancing customer experience and business outcomes.

B2B sales have been dominated by static value propositions, which are characterised by pitch decks, call scripts, and one-way communication channels. However, change is happening, thanks largely to technology. More businesses now focus on a conversational approach.

The B2B sales landscape has significantly transformed in recent years. The traditional approach of dealing with single decision-makers has gradually given way to the emergence of buying committees, a change that has serious implications for sales teams.

If you’re familiar with sales frameworks, you’ll understand how many focus on “metrics”. In MEDDICC, it’s the first word in the acronym. In BANT, metrics help determine whether the prospect has the financial resources to purchase.

Customers today have more information than ever before. It’s not just quantity, either. 89% of B2B customers surveyed say the information they were given during a sales process was high quality. But more isn’t always better.

In 2024, as AI continues to reshape the landscape of Go-To-Market (GTM) sales, budgets are increasingly being redefined by this new technology.

Zeotap faced challenges post-pandemic with larger buying committees and CFO scrutiny. Their sales process lacked consistency and efficient collaboration, resulting in disjointed business cases and lost revenue.

According to a recent survey by Harvard Business Review, 88% of executives believe that customer engagement can significantly impact their business’s bottom line. However, when collaboration in sales comes up, most people refer to in-house cooperation.

Enterprise sales are transforming rapidly. In recent years, the traditional delineation between product-led growth (PLG) and sales-led growth (SLG) has blurred, giving rise to a “Hybrid” Go-to-Market (GTM) approach.

At Minoa, we help sales teams realise the full value of their product by working collaboratively with customers. We often get asked: "Why can't I use my spreadsheet for that?"

G2 has launched a new category for value-selling tools, recognizing their growing importance in B2B enterprise sales, where 87% of teams use such approaches.

With a potential global recession on the horizon, understanding the role of CFOs in the purchasing process has never been more crucial.

Sales platform Minoa comes out of stealth with $2.7m in funding to build the toolbox for B2B SaaS pricing. Minoa helps enterprise sales teams quantify the value of their product for buyers and implement value-based pricing.

We are building a toolkit for pricing and packaging designed to help B2B SaaS companies optimize pricing and value selling.