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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Four (4) not-so-random ideas to help you find customers, grow revenue & build your sales process… Enjoy. 🙂 (BTW- if you’d prefer to sign up for your own personal installments via email, click here.) 1 – No product demos on the first call What the prospect is thinking: “Once I see the product, then I’ll know […]
VIEW POSTGood news! You have inbound leads. People are signing up for your free trials or free versions or free whatever. Bad news! You’ve crafted a series of five post-registration emails designed to give your new inbound lead everything they need to get up and running. Worst news! You have no idea what brought them there, who […]
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If you’re selling to the enterprise, you HAVE to check out my Startup Selling podcast interview with Melanie Wong. Melanie is a large accounts sales manager at Box.com and she is fantastic. I learned a TON from her. I’ve already received messages from listeners on this episode: Dear Melanie: Just heard your podcast with Scott. […]
VIEW POST“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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