Biggest Impact on Deal Movement?
The simple truth is that a Meaningful Conversation has the biggest impact on deal movement. For the context of this post a Meaningful Conversation is a two-way dialog that has an [...]
FUD selling and how Donald Trump mastered the tactic!
Fear, Uncertainty and Doubt better known as “FUD” FUD has been around as a selling tactic dating back to the early 20th century. Sales people use it as a tactic [...]
Startup Sales Dilemma: Why do a POC?
In order to get commitments from your first paying customers you will inevitably have to do a pilot or what is commonly known as a "proof of concept," or POC. [...]
Time is the enemy of the sales process
When it comes to getting a deal done, time is typically working against you. Every minute, hour, day, week, and month that goes by without an agreement in place increases [...]
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 [...]
What makes a sales person great?
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 [...]
Why are you calling me?
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 [...]
The Startup Founder’s Dilemma – When to hire your first VPS?
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 [...]
The Startup Founder’s Dilemma – How to scale sales?
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 [...]
The Importance of the “5Ps” – Process, Pipeline, Pitch, Product, People
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. [...]