You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the problem. In many ways, you feel like the best-kept secret in the industry. “If they only knew what we did and how we did it.” Here you are, flailing your arms and screaming at the […]
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57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally. You HAVE to be front & center to teach your prospects about their problem and how to think about options to solve it. AUTHORITY VOICE is one of the 9 Sales Accelerators that […]
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“Me: “Hi, [his name]. Scott Sambucci from Altos Research.” Him: “We’re not interested.” Click. End conversation. Me: “Expletive! Expletive! Expletive!” (Trust me; it was really, really bad.) I was shell-shocked. We spent months working with them, explaining our models, showing the validity of our results, and educating them on how the model was the […]
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You know more about the problem your product solves than anyone – that’s why you started your company in the first place. The three main steps your buyers go through when making a decision to buy are: 1/ They become problem-aware2/ They become solution-aware3/ They reach a decision to either buy, wait, or stick to […]
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Pajama Prospecting… One of the questions I’m getting from our coaching clients right now is… “How do I fit in my prospecting time?” You know where I’m going with this. The days are filled with calling your current customers to make sure they’ll good. You’re working the deals in the pipeline to see which you […]
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