The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]
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“You might not realize this, but you have a distinct advantage right now as a startup—you don’t need that many new customers to make a huge amount of progress. If you’re truly starting up, you need your first one, then 10 more, then 10 more after that. Even if you have 10 or 100 customers, […]
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In 2016, I competed in Uberman — an ultra-triathlon consisting of a 21-mile ocean swim, a 400-mile bike from LA to Death Valley & a 135-mile run from Badwater to Mount Whitney. During training, I worked up to 30,000 yards in the pool, 150 miles on the bike, and ran 40 miles, in one week. […]
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It’s a simple model: 1/ Contacts – Who you contact (your target prospect) & How (how many, how often) 2/ Conversations – Focusing on engagement by identifying problems and qualifying your leads. 3/ Conversions – Showing ROI and giving clarity on implementation. But the real question is whether or not sales really is your […]
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“Assumedly, you started your company because you found a specific problem that the market failed to address effectively. And, oftentimes, once you find that problem, you’ll discover that the problem you found is pervasive across a number of industries and verticals. Herein is the problem, and the reason for this chapter. As we’ve discussed, it’s […]
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