1. Don’t believe everything you think. 2. Relationships first. 3. There’s no such thing “All” and “Everyone” 4. Christmas was 90 days ago… 5. Your Prospects don’t panic-buy, so don’t panic-sell 6. Customers buy Outcomes, and simple steps create stable outcomes. 7. Slow is Smooth, and Smooth is Fast. 8. Be the Mayor of your […]
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Question: The specific use case is SaaS sales but could be related to any sales process. There has been a lot written about cold calling but much less about “cold emailing”. What are the best practices? Answer: Don’t. Pick up the phone Find the decision-maker Network your way to an introduction Start […]
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I laid in bed this morning, vacillating between conscious states for nearly 40 minutes before I pulled myself out from under the warm blankets. I was nearly ten minutes into my Morning Pages when I realized I turned on the wrong burner to make coffee. I told myself I was tired and that I deserved more sleep. Then I reminded […]
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“A startup is not a smaller version of a large company.” – Steve Blank This goes for the sales funnel. Sure, at a large company with an established market, target segment, and known process – the marketing team can blast out 3000 emails to find a few qualified leads for the sales team to convert. […]
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A huge challenge in running a startup is the isolation that goes with it – building strategies, figuring out to implement them, identifying blind spots & mistakes to avoid. This weekend’s trail run reminded me why we all need a strong peer group. My friends Kelly & Katy invited me to join them for a […]
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