I unhinged the door in our extra bedroom this weekend to move my son’s bed there. In the process, I wrecked said door. Yesterday, I visited the local Lowe’s store to buy a replacement. For the record, I’m not terribly handy and I’d rather have a root canal than take on a home improvement project. No, […]
VIEW POSTAttended 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 […]
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