“You have probably noticed in some of your early selling that the sales cycles for selling to large companies can take a long time—3, 6, or 12 months (or even longer)! There might be some prospects in your sales pipeline now that you first met more than a year ago. Perhaps you’ve had plenty of […]
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“If you’ve been selling your product for any amount of time, you’ve gotten to a point where you’re juggling multiple potential prospects. Congratulations—you’ve built a sales pipeline! Regardless of whether you have three or thirty opportunities in your pipeline, you need to identify which prospective customers are the most interested in buying and using your […]
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By first implementing our product on a small scale in an actual working environment, the customers can see how it will work for them and reduce the risk of committing to a full-scale implementation. There are many advantages to pilot programs, especially as a startup. Here are six reasons to run pilot programs as part […]
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In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as […]
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“This version of an implementation plan is more specific and is more representative of a functional work plan that your customer and you can use as the foundation of a statement of work and customer success strategy. Think of this version as a project management activity where your customer and you are collaboratively identifying key […]
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