Attended the Lean Startup conference this week and hosted with Sean Murphy our “Engineering Your Sales Process” workshop there. ReturnPath’s George Bilbrey offered his perspectives on “Sales in a Lean Startup.” He focused on “Hortizon 3” selling – looking ahead 24-36 months and how you need early evangelists to fill these sales positions. Here’s his presentation from […]
VIEW POSTWho: Sean Murphy, SKMurphy, Inc. | Scott Sambucci, SalesQualia What: “Engineering Your Sales Process” Workshop Where: Lean Startup Conference 2012 When: 2:00pm, December 4 in San Francisco) Why: This interactive workshop will help you learn from these problems by using conscious planning and experimentation. All companies, even those that take a lean approach, face these problems in B2B sales: You […]
VIEW POSTWhat is it? Organizations eschew the “optimal” decision for an “acceptable” decision. (Think “satisfying + sacrificing.”) How does it relate to sales? Just because your product is better or will provide financially favorable outcome for your prospect, it may not be selected. Get used to it. But you can affect this process. Read this recent […]
VIEW POSTThis Quora question – “In terms of sales, what are the three most important things to know about psychology?” – led to some heavy research on economics and organizational behavior and more importantly, how they relate to sales. After reading about Herbert Simon’s work on bounded rationality – the concept that organizations do not make optimal decisions, but […]
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