“I started working with Altos in 2007. By 2007–2009, during the housing crash, we had emerged as a voice of authority in the industry, because we were intimately familiar with the week-to-week changes in the real estate market with the data we collected. Mike Simonsen, the founder, and I continued writing for our company blog, […]
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Here are nine tips for selling in a volatile market: Don’t believe everything you think. Relationships first. There’s no such thing “All” and “Everyone” Your Prospects don’t panic-buy, so don’t panic-sell Customers buy Outcomes, and simple steps create stable outcomes. Slow is Smooth, and Smooth is Fast. Be the Mayor of your town. People […]
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Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to solve their problem such as workflows, automation, using AI, and other data-driven approaches. Most importantly, ensuring that your prospects are on board with moving from the old way to the new way will allow them […]
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Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem, the more you realize that it’s everywhere. That leaves you wondering, “How are we going to sell to all these customers?” The more you look at the total addressable market for your product, the more […]
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In this model, we look at the old way versus the new way of doing things. Most prospects are still using old technologies, systems, and processes. It’s YOUR job to EDUCATE your prospects about their problem. By doing this, you’re SEPARATING yourself from the rest of the marketing and INDOCTRINATING your prospects as to why […]
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