One of the biggest sales mistakes most startups, especially ones selling enterprise solutions and targeting Above-the-Line executives make, is that they don’t focus on their prospect’s PRIORITIES. Instead, most startups make their outreach and pitches all about their PRODUCT – “Hi NAME – I’m contacting you because I would like to give you further […]
VIEW POST
Think about it… most of us started our company with an idea, to solve an important problem for a market or set of customers. From Day 1, that’s all we do – we think about that problem. We Learn everything we can about what our future customers are doing now to address it, how […]
VIEW POST
Your vision is what happens when your mission is completed. —Stephen Steers If you’ve been listening to the Startup Selling Podcast for some time, you may recognize Stephen Steers from one of our previous episodes. 😃 Stephen and I worked together for some time here at SalesQualia. He now runs his own consulting business […]
VIEW POST
Yep – that a question lots of startups are asking themselves every day… Most founders have been told to “do outreach” and “book as many demos as you can…” The problem with that approach is that it’s all about us – what WE want as sellers. It IGNORES what prospects want, and deserve to get, […]
VIEW POST
In this episode of the Startup Selling Podcast, I interviewed Stephen Steers. Steers Consulting Group is a global training and consulting company helping Entrepreneurs, successfully tell stories that get customers excited to buy. They don‘t teach you sales in school. They don‘t teach you how to be confident. They don‘t teach you how to […]
VIEW POST