I laid in bed this morning, vacillating between conscious states for nearly 40 minutes before I pulled myself out from under the warm blankets. I was nearly ten minutes into my Morning Pages when I realized I turned on the wrong burner to make coffee. I told myself I was tired and that I deserved more sleep. Then I reminded […]
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“A startup is not a smaller version of a large company.” – Steve Blank This goes for the sales funnel. Sure, at a large company with an established market, target segment, and known process – the marketing team can blast out 3000 emails to find a few qualified leads for the sales team to convert. […]
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I’m a planner. Months ahead of my ultramarathons, I search for race reports from past years. I research the course and study satellite views of the trail on Google Maps. I look at weather trends so I can plan for hot or cold or rain or snow. Then I build a spreadsheet that details each […]
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It’s time to stop being a reader and start being an implementer. One of the most challenging aspects about building and implementing a sales process is knowing what and how to fix what’s not working to realize the best results in the shortest time. That’s why I created the Scale-Up Session. In this one-to-one call, […]
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Think of each of these three systems as dials to your startup’s sales process. Your job is to turn these dials to increase the output for each of the systems so that you can increase your customer’s revenue. If your prospecting plan of action increases the number of qualified leads, even while keeping your sales […]
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