“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the start-up stage, but you’ve found yourself fixated on hiring a sales team before landing your first ten customers. Maybe you’re pushing toward $1,000,000 ARR in the next 12 months but your strategy depends solely on […]
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Ask yourself what your prospects moan about over the dinner table with your partner at evenings”. In this part of my conversation, we talked about what your prospects moan about and using language that’s clear and simple to translate your thoughts. Listen to the full interview with Richard Smith below: https://salesqualia.com/ep-115-prospecting-icps-what-your-prospects-moan-about-an-interview-with-richard-smith/
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To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation. In the ramp-up stage, startups can’t rely solely on their founder’s network and introductions to help them contact their next paying customer. Instead, a startup needs to develop and deploy a prospecting plan of action — the […]
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“Before we actually spend time with this prospect, do they really match the criteria that we put time and effort in?” – Richard Smith In this segment of my conversation with Richard Smith, we talked about using rubrics and metrics as a scoring system to identify ICPs. Listen to the full interview with Richard Smith below: […]
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“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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