Question: Companies like Gilt Groupe and Fab drive a sense of urgency around purchasing in that if you don’t buy it today, it might not be around tomorrow. Car dealers often have “end of month” or “end of year” incentives. Are there similar strategies that work with enterprise software or SaaS sales? How do you […]
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Question: How can a small and resource-constrained SaaS enable adoption at enterprise-level without spending (much) time or money? Answer: Yes, in fact you have to start without a dedicated sales force for the first 3-4 customers. The first sale will be extremely manual and will reveal the steps of the sales process critical to building […]
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Need an immediate boost in your LEAD CONVERSIONS? Cool. I’m hosting a LIVE SALES TRAINING this week. Here’s the scoop: Are you hearing a lot of… “Send me a one-pager…” “Can you share your deck so I can circulate it to the team?” “Thanks for the demo. Shoot me over some pricing and I’ll think […]
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Question: I generate B.A.N.T. qualified sales leads for IT firms via cold-calling/e-mail marketing. As a recent college grad, I do feel happy to have a job in a growing industry, however I do also feel extremely cognitively dissonant about my role. I know that I do provide a great service for my company & […]
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Question: You can only choose three. I have read a lot about how psychology is important for sales, but never read much about how it is used for sales. Can those more knowledgeable share? Answer: Here are my three: Bounded Rationality Risk Aversion | Loss Aversion Anchoring ________________ Bounded Rationality – Articulated by Herbert Simon […]
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