“I guess I’ll follow up with them…” If that’s your action plan for a deal that’s gone dark or a lead that won’t reply, you’re doing it all wrong. The top 3 synonyms for “follow” are PURSUE, SEEK & CHASE. Is that how you want to run your sales process? Change the mindset. Eliminate […]
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“Demos should be treated as a way to show how your product will solve a key business problem, and then be the launch point to more detailed conversations with your prospect. You want to avoid the product demo for as long as is reasonably possible. While as sellers, we think that the product demo is […]
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Yesterday I shared a podcast snippet with the first parameter of a 5-factor rubric designed for BOTH founders and top talent. The rubric will help you assess and validate your startup’s readiness and attractiveness to hire top sales talent. The second parameter that I would look at is #Problem. These are some of the […]
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“If you have two or three meetings and 90 percent of that time is spent showing demos and talking about the product, you’re in big, big trouble. However, if most of the conversation centers on the customers’ needs, problems, and the way they’ve tried to solve these problems in the past, that indicates that they […]
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Hiring is a two-sided market – the hiring company and the candidates. After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either galvanize growth from “start up” to “scale up,” or drag the company into startup purgatory. Founders have to sell candidates on […]
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