It’s been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village in the Sierra Nevadas to Auburn, CA. Every day since then, I’ve been reflecting back on the race – what I accomplished, what I learned, and how I prepared for the oldest, and arguably most […]
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These are final two pre-race “Startups are Ultramarathons: Lessons from the Trail” leading up to the 2021 Western States 100 ultramarathon. I’ll get to the full-on race report in a series of future posts… If you’ve missed the previous three segments, you can find them here on LinkedIn or the Startup Selling Podcast. #7: […]
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“The buyer will be spending both money and, more importantly, time to implement your product. Plus, buyers have different incentives as to why they would be interested in supporting a purchase to solve the problem or opting for alternative solutions. This is where many companies struggle with their sales opportunities. With each sales opportunity, you […]
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It’s not enough when you say “I’ll tell my prospects about this or that” or “I’ll share with them how we do this”. You need to write and practice what you want to share with your prospects ahead of the meeting so you can cover every detail. Listen to the full podcast here on the […]
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“Have you ever had a situation where you know you’re talking with the right buyer at the right company who has exactly the problem your product solves? It seems obvious that this is the right fit, but then the buyer tells you, “We have to find budget.” That’s frustrating when you know you can deliver […]
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