Let’s look at two emotions that many customers, in both B2C or B2B sales, experience after a purchase – whether it’s new sport coat or a $1,000,000 enterprise software purchase. Buyer Remorse Consumers experiencing Buyer Remorse might ask themselves three types of questions types after a purchase: Emotional – How do I feel? Happy, relieved, […]
VIEW POST“Just because you’re paranoid doesn’t mean they aren’t after you.” ― Joseph Heller, Catch-22 I’m a paranoid. I did a talk Monday night in San Francisco. When I got home, my wife asked me – “How was it?” I answered – “Why? What did you hear? Did someone say something bad on Twitter?” I try […]
VIEW POSTI’m traveling this week visiting a very major client and initiating the sales process with future clients (a.k.a. “prospects”). The act of simple meeting preparation helped me enormously. Twice. Situation #1: Meeting on Wednesday with a potentially large client after several phone calls with an executive and his team. What I did: In looking at […]
VIEW POSTOur “Startup Selling: Sell More Stuff” course on Udemy is now live, and it’s free. Straight up – choosing a price was an enormously difficult decision. After many, many customer development conversations and lots of sound advice from everyone all around, we decided that this very, very awesome course should be free. And so it […]
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