“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase. A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]
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“Your best-fit customers are the ones that ultimately innovate your product the best”. In my conversation with Richard Smith, we talked about identifying your ideal customer profile (ICP). Check out the full podcast here: https://salesqualia.com/ep-115-prospecting-icps-what-your-prospects-moan-about-an-interview-with-richard-smith/
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In this episode of the Startup Selling Podcast, I interviewed Richard Smith. Richard is the Co-Founder and Head of Sales for Refract. He has 10+ years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as […]
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“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a vampire. Even if they are the ultimate economic buyer, it’s rare that they are going to push a new product or service on their team without at least consulting them first. What that vampire is […]
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“This buyer vampire is the person who says something like this: “This sounds really great! Send me a one-pager. I’ll present it at the next meeting.” Or “Send me a proposal, and I’ll share it with the team.” I had this exact situation at Blend a couple of years ago. An inbound lead arrived from […]
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