Tag Archives for " sales process "

Apr
04, 2016

Startup Selling Podcast Ep. 21: Product Demos the Right Way, & Avoiding the “IKEA Demo:” An Interview with Peter Cohan

By Scott Sambucci | April 4, 2016

The Startup Selling Podcast is brought to you by SalesQualia. If you’re a startup looking to Find Customers, Grow Revenue and Build Your Sales Process, check out the Startup Selling Program. In this episode, I interview Peter Cohan, most known for his “GREAT DEMO!” system and training – teaching software companies the RIGHT way to […]

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Mar
14, 2016

The Monday Morning Sales Challenge: Handling the “price question”

By Scott Sambucci | March 14, 2016

If you’re finding yourself getting beat up about your price, it probably means you’re doing something wrong in your sales process. And if price is an issue for you when it comes time to lock down a new customer, consider these three ideas: The “price conversation” should not be combative. If you gone weeks or […]

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Feb
29, 2016

Monday AM Sales Challenge: Review your recent losses [2/29/16]

By Scott Sambucci | February 29, 2016

After acquiring a few new customers in a row, it’s easy to feel like you’re in a groove and you’ve got this “sales thing” figured out. Then all the sudden, just as quickly, you can hit a rut and a few prospective customers decide to go another direction, or worse they just plain go dark […]

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Feb
18, 2016

The Friday Four – Revenue Acquisition Portfolio, Team Selling & more…

By Scott Sambucci | February 18, 2016

Four (4) not-so-random ideas to help you find customers, grow revenue & build your sales process…  Enjoy. 🙂 1 – Revenue Acquisition Portfolio Check out the latest Startup Selling podcast episode in which I cover this topic. Time is your most scarce resource, which means that you have earn the right risk-adjusted return on your time investment […]

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Feb
16, 2016

Monday AM Sales Challenge: Who’s in control of the next step?

By Scott Sambucci | February 16, 2016

You have a great meeting with an early lead – a solid needs assessment conversation or an awesome demo. The person on the other side says – “This is great! Let me get with the team and get back to you!” or… You’re later in the sales process – you’re clear on need, the team […]

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