As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram to determine involvement to solving the problem, and how severe they view the problem to be at their company. 5 P’s to problem identification 1. Person: Begin by identifying the buyer you’re working with—what is their […]
VIEW POST
The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]
VIEW POST
“At Blend, I was selling early versions of our product to the top 50 mortgage lenders in the US. Most businesses, even by 2013, were still using old systems and software and were still just figuring out the cloud and SaaS stuff. The easiest part of the sale was showing Economic Buyers how our software […]
VIEW POST
Relentless Forward Progress — Lessons from the Trail Cuddled in a sleeping bag around me in the back of my friend’s SUV at mile 123, I didn’t want to leave. I didn’t want to think about the 82 miles I had left in the Tahoe 200 ultramarathon. But… what I could think about was opening […]
VIEW POST
“The Technical Buyer is the buyer, or buyers, who have a particular domain expertise within their company. Their job in the sale is to evaluate your product through the lens of their expertise and advise the purchasing team about the advantages and risks of your product. The job of the Technical Buyer is to ask […]
VIEW POST