“In the previous chapter, we talked about the importance of identifying a specific market when you’re selling your product. You begin by zeroing in on an industry, then a company, and even segments within a company. Now the next step is to find and sell to individual people, or buyer types, who are responsible for […]
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Doing the work isn’t enough – It’s about doing the RIGHT work. In 2016, I competed in Uberman – an ultra-triathlon consisting of a 21-mile ocean swim, a 400-mile bike from LA to Death Valley & a 135-mile run from Badwater to Mount Whitney. I worked up to 30,000 yards in the pool, 150 miles […]
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“The User Buyer is the person, or the team of people, who will use your product every day. Depending on your product, they might include salespeople, customer success analysts, marketing managers, project managers, IT managers, or any other team at your prospective customer who is responsible for carrying out the daily activities of the business. […]
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“The Economic Buyer is the person who will write the check—the person whose budget provisions the purchase. Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the Economic Buyer. Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you […]
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Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our Outbound Strategy? That’s a question I got 3 times THIS WEEK from hashtag#startup founders… It’s now a classic conundrum for hashtag#B2Bstartup founders that want to kick off their hashtag#Outbound Selling strategy. Two perspectives: Running your […]
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