Zach Stein joined me on my podcast, describing the decision-making frameworks he used as CEO at Osmo. (Check the comments below for a link to the episode.) We talked about “making one decision to save a thousand” that Greg McKeown detailed in his book, *Essentialism.* This week, I decided to skip all Super Bowl media […]
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Lead Development Rate: The rate at which you are generating leads for your target market. Depending on your capacity, time to sale, and deal size, this can be a daily, weekly, or monthly rate. For our $79/month product at Altos Research, we looked at daily lead rates. At Blend, while selling six- and seven-figure deals […]
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A master plan that describes the regular activities that you and your team deploy on a daily, weekly, and monthly basis to generate qualified leads. A complete prospecting plan of action includes these three core components. Funnel Fillers: The specific lead generation activities used to fill the top-of-the-sales funnel, such as your conference selling strategy, […]
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“At the earliest stage of your company when you’re finding your first 5–10 paying customers, those first customers should come to you via your network, investors, advisors, and the “innovators” at your target customer who find you because they are actively searching for solutions to their business problems. If you can’t find your first 5–10 […]
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I’m two weeks from the Tarawera 100-miler and I’m asked all the time – “How to do have the time to train for ultramarathons?” I don’t HAVE the time. I MAKE the time – every week, every day. Today, I’m on the 5:50am train to spend the day at the Alchemist Accelerator Demo Day, […]
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