The Startup Founder’s Dilemma – Getting Customer References!
This is the third post in this series. The customer reference is extremely valuable as you go to market. You'll need customers early on to help build your creditability and validate [...]
This is the third post in this series. The customer reference is extremely valuable as you go to market. You'll need customers early on to help build your creditability and validate [...]
NO FEAR. Those who do not fear the truth, will find the truth. The ability and willingness to uncover the truth will lead to more wins. If you can uncover the real pain, priorities and [...]
I once had a sales rep call to sell me display ads. Fair enough but given that our site was BtoB we clearly were not a good fit for his [...]
This is the second post in this series. The first post is The Startup Founder’s Dilemma - How to scale sales? As stated in that post, before considering hiring your first Vice [...]
As a founder you’re selling every day, to VCs, to candidates, to vendors, to analysts, to the press and to customers. The first sales people at a startup tends to [...]
I utilize the 5Ps as my guideline to understand the overall selling effectiveness of my sales organization. I evaluate each of the 5Ps to understand the key areas for improvement. [...]
I love it when I get an immediate response from an inquiry. Responding in real time provides a "wow" factor that demonstrates your organization’s dedication to the prospect and customer. [...]
How often does your voice mail message get returned when prospecting? I bet not very often. If thats the case then why would you even bother leaving a message. Because [...]
If you break down sales into its simplest form there are three critical phases, the qualification phase, the convincing phase and the closing phase. When selling an enterprise solution all [...]