The Startup Selling Blog

In this episode of the Startup Selling Podcast, I interviewed Jenifer Smith. If Jennifer Smith is right, the way anyone
In this episode of the Startup Selling Podcast, I interviewed Morgan Smith & Nicholas Thickett. Morgan Smith and Nicholas Thickett
In this episode of the Startup Selling Podcast, I interviewed Jarrod Best-Mitchell. Jarrod is recognized for three things. His passion
In this episode of the Startup Selling Podcast, I interviewed Amy Hrehovcik Amy Hrehovcik is a revenue human for life
In this episode of the Startup Selling Podcast, I interviewed Leslie Venetz. After 15 years as a top-performing B2B sales
In this episode of the Startup Selling Podcast, I interviewed Jen Spencer. Jen Spencer is the CEO of SmartBug Media®,
In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd Caponi is the author of the 3x
In this episode of the Startup Selling Podcast, I interviewed Andy Paul. Andy's hit "Accelerate Your Sales" podcast was acquired
In this episode of the Startup Selling Podcast, I interviewed Jeff Bajorek. Jeff Bajorek works with B2B sales teams to
As I left class on Saturday, I asked my BJJ Professor (Brazilian Jiu-Jitsu) – "In the next week or so,
The 3 Key Parts of Every Product Demo (and none of them are you product...) Been working on product demos
Myth: Prospects want to see a Product Demo. Truth: Prospects don’t care about your product, because product demos shouldn’t be
I scrapped the snazzy sales framework I had ready to go because... I’ve got something else that’s more important –
Hi Crew – It was all going so well, wasn’t it?  The prospect replied right away to that outbound email...
In this episode of the Startup Selling Podcast, I interviewed Dan Martell. “You can only keep what you give away.”
In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu. As the Sr. Director of Sales Development at
  In this episode of the Startup Selling Podcast, I interviewed Andy Mowat. Prior to founding Gated, Andy has run
  In this episode of the Startup Selling Podcast, I interviewed Ethan Beute. Chief Evangelist at BombBomb, Wall Street Journal
  In this episode of the Startup Selling Podcast, I interviewed  Amy Volas. With more than $100MM in revenue sold
  In this episode of the Startup Selling Podcast, I interviewed Aaron Krall. Aaron runs SaaS Growth Hacks, the largest
  In this episode of the Startup Selling Podcast, I interviewed Jess Todtfeld. Jess shows executives and c-suite leaders how
  Did a keynote talk at a client's Sales Kickoff this week. They asked me – "How do you keep
  In this episode of the Startup Selling Podcast, I interviewed Selling Boldly Author, Alex Goldfayn. Alex is a global
  From Day 1, that’s all we do – we think about that problem. We learn everything we can about
Yep – that is a question lots of startups are asking themselves every day… Most founders have been told to
  This is a growth position – we're adding new clients every month to our Sales Coaching Program for B2B
  In this episode of the Startup Selling Podcast, I interviewed Cirrus Insight Co-Founder Brandon Bruce.  Brandon is the Co-Founder
Build Your Startup's Scalable Sales Process Learn EXACTLY What To Do To Grow & Scale Your B2B Startup’s Sales in
  In this episode of the Startup Selling Podcast, I interviewed John Roberts. John founded Successly in 2016, a company
If I was to lead a free sales planning session next Monday (12/20), would you come? It’d be exclusively for
  In this episode of the Startup Selling Podcast, I interviewed Damian Thompson. Damian is the co-founder and Chief Customer
  In this episode of the Startup Selling Podcast, I interviewed Marylou Tyler. Marylou is the author of Predictable Revenue
  Here's another topic we'll be covering in our upcoming Sales Masterclass: The 4 Forces of The Entrepreneur's ApocalypseJust like
  I’m getting together a small group of startup CEOs next week to work on building out their sales process.🚀
Saw this post from the inimitable Leah Chaney. Got me thinking about what benefits do team members and employee REALLY want
Thank you, Jade GreenDay 2 of our Client Intensive ended differently from most of our sessions.Jade Green joined me in a fireside
  In this episode of the Startup Selling Podcast, I interviewed Louis Jonckheere. Louis is Co-founder and Co-CEO of Showpad.
Last week we hosted a private 2-day event for our clients where we had Amy Volas as a guest speaker. During her
❌ “Demo” should NEVER be a stage in your sales process. ✅ In fact, an optimal sales process scoots prospects in
  Days get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing... At home, we’ve got kids
  Days get crazy running your startup – sales, customers, fundraising, hiring, firing, product, managing...At home, we’ve got kids home
  Mia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and
David Sandler famously said:  “If you don’t have a process for selling you’re at the mercy of your buyer’s process
  Last month, a friend asked if I was up for a half-marathon in November. I've been taking some down
Every scalable startup is simply an organized set of processes working together, with a high-functioning team running and improving those
  One of the biggest challenges startup founders face is dealing with the daily distractions and all the options available
  David Sandler famously said: “If you don’t have a process for selling you’re at the mercy of your buyer’s
  If you’re a company founder like me, you know it’s time for the big push in Q4 to hit
  One of the biggest challenges startup founders face is dealing with the daily distractions and all the options available
  One of the biggest sales mistakes most startups, especially ones selling enterprise solutions and targeting Above-the-Line executives make, is
  Think about it… most of us started our company with an idea, to solve an important problem for a
  Your vision is what happens when your mission is completed. —Stephen Steers If you’ve been listening to the Startup
Yep – that a question lots of startups are asking themselves every day… Most founders have been told to “do
  In this episode of the Startup Selling Podcast, I interviewed Stephen Steers. Steers Consulting Group is a global training
  If you’re a company founder like me, you know it’s time for the big push in Q4 to hit
I haven’t shared this with anyone until now, and I thought you or someone you know might find it helpful.
  In the final part of my conversation, I asked Zach to share his advice with someone who is thinking
We often purchase from or support brands that we may not be aware of their climate-friendly approach. ♻️ In this part
  You’re not doing it because every action will have an impact – you’re doing it so that every action
  “The vast majority of the time when you make a choice around ethical purchasing or in the economy –
  In this episode of the Startup Selling Podcast, I interviewed Zach Stein. Zach is a multi-time founder and is
  Scott Sambucci: What do you tell people when they say “cold email or cold calling doesn’t work anymore. It’s
  “Remove the surprise and then leverage the permission-based opener” —Jason BayIn this part of my conversation with Jason Bay, we
  In this segment of my conversation, Jason Bay talked about the Mass Blast and Quality Approach in outbound.Mass Blast Approach –👍
“What we tend to make the mistake of with sales, in general, is that we try to take autonomy from
  In this episode of the Startup Selling Podcast, I interviewed Jason Bay. Jason is the Chief Prospecting Officer at
  When you’re a startup with the latest and greatest new product, there’s no shortage of interesting conversations. Everyone wants
  For me, yesterday was particularly hard – the 4am alarm 🕓, two workouts 🏋️, no carbs in my diet
  I took 6 months to train for the Western States 100. After that, I took a vacation to spend
  That journey extends for the race itself—starting at 5:00 AM when the gun went off, all the way through
  Monday's are usually a day I'm feeling rested and ready to go for the week. Not today. As I
You may have big lofty goals to be the unicorn🦄 or to be the next Facebook, Tesla, or Google for
  🏃🏼There were 44 people in the ultramarathon that I just knew were way faster than me. I finished the
  I've got this thing when I'm training called "Headlamp Miles" – it's the miles I knock out in before
  I don't know about you, but whenever I've got something that seems hard in front of me, I get
  However things go in that race that you're on as a Startup –   ???? You hit the finish
????In my pacer manual for the ultramarathons I wrote these two things – 1️⃣“After I Superman????‍♂️– I get up, I dust
  Wednesday means repeats out at Lagoon Valley Park – 1.5 miles and down, three times. I didn't want to
Part of communicating with your team is recognizing that, for example, you’re midway through the year and a couple of
  This is a tough week, a transition week. As of today, I'm 3.5 weeks since the Western States 100
Give it everything – A Startup Selling Lesson from the TrailYou've got to find people that are going to support
You can think about this as your startup — If you're at $2.5 million ???? in a year, you thought
By first implementing our product on a small scale in an actual working environment, the customers can see how it
  If you're running a startup particularly on the sales side of things and you're trying to figure out how
  “Diversity isn't necessarily about color—it's about experiences, it's about different thoughts, it's about different perspectives; you can find that
  ✔️ When you work with experts... ✔️ You get the right plan in place... ✔️You start focusing on what’s
  So glad to have had Jay Webb on The Startup Selling Podcast. ????In this segment of my conversation, I asked Jay
  One of the biggest #sales mistakes most #startups make, especially startups selling enterprise solutions to Above-the-Line executives, is that they don't focus on their
  In this episode of the Startup Selling Podcast, I interviewed Jay Webb. Jay runs a search firm that focuses
  Wherever you are in your journey as a startup founder — ????You've gotten those first customers... ????You've got that
  So many times as entrepreneurs we've got this mindset ???? where we're undaunted and we go out there and
  When you’re in sales calls ???? and you're a CEO or a Founder, and you're talking to another executive
  There's going to be ups and downs… There's going to be peaks ⛰️ and valleys… You've got to be
  Here it is... The 4th and final, installment of my post-race "Startups are Ultramarathons – Lessons from the Trail"
  ????‍♂️When I’m driving out to the mountains for a long trail run, I often dial-up a ???? podcast in
  Here are some things to think about going into your product demo:  ???? Did you prepare? ???? Did you
  Monday's are usually a day I'm feeling rested and ready to go for the week.Not today.As I sat there
  Wait, what?! I'm NOT out running on a trail this morning? What gives? ????????Here's what...August coming, and so is
  It’s been a few weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village
  This is the third installment of my post-race "Startups are Ultramarathons – Lessons from the Trail." The first two
  This is the second installment of my post-race "Startups are Ultramarathons – Post-Race Lessons from the Trail." The first
As entrepreneurs we are self-reliant. When we see opportunities, we are willing to take advantage of them. But this feels
"You’re future pacing a year ahead before you’ve even done product demo! Not only that, you’ve given your prospect confidence
  I don't know about you, but whenever I've got something that seems hard in front of me, I get
“When selling your product, you should be able to show at least a 10x return on investment (ROI). In many
  Remember, you chose this. The struggle is guaranteed; success is not. The ups and downs are part of the way
There’s a quote from Lord Kelvin, a nineteenth-century physicist and mathematician. He said, “When you can measure what you are
  You can apply the concept of “Incrementalism” to: 1/ Price – You’re probably under-pricing your product for the value
  “If you’re able to show prospective customers that their investment of $1,000 a month to buy your software will
  It's been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village
  These are final two pre-race "Startups are Ultramarathons: Lessons from the Trail" leading up to the 2021 Western States
“The buyer will be spending both money and, more importantly, time to implement your product. Plus, buyers have different incentives
It's not enough when you say "I’ll tell my prospects about this or that” or “I’ll share with them how
“Have you ever had a situation where you know you’re talking with the right buyer at the right company who
Are you preparing when you’re going into a meeting with a prospect?  Some things you want to think about are:
This means you can’t skip steps in your sales process.You’ve got to think about your selling process as well as
When I begin working with a new client, one of our first activities is to review the current sales pipeline. 
  It's less than 3 days from the race start – the Western States 100 – an ultra-marathon from Olympic
“How do you know if the conversations you’ve been having are moving you forward in your sales process?  Setting key
Really love what Gabrielle “GB” Blackwell & Alexine Mudawar shared in this segment. [BTW shout out to Shelton Banks] Three power phrases that you want to pay
“You’re future pacing a year ahead before you’ve even done product demo! Not only that, you’ve given your prospect confidence
You know what’s hard and intimidating?1/ Being the conduit of information to women on your sales team.2/ Being the only
“Moving your qualified leads through your sales pipeline requires that you have a clear strategy for taking customers from qualified
  It's been nearly two weeks since I ran the Western States 100 – a 100-mile ultramarathon from Olympic Village
“...It’s also important to collect anecdotal wins and success stories. If you’re getting a team of people up and running
“Asking the right questions, the right way is critical in the recognition of the needs stage of the sale.  Confirm-Ask-Explore
  Earlier in the winter and the spring, I was doing two trail runs which then moved into three for
You still have a potential sales opportunity—the prospect didn’t say “no” or “not interested.”  She’s still indicating interest, but you’re
We had Todd Caponi do a training on his Five F’s on how to run an effective sales organization. The first
Ran a podcast a couple of weeks ago and covered a few lessons from the trail. One of them was
The Triangle of Transformation looks at the sign waves in your sales process to help you identify the strategies that
  On June 26th at 5 am, the gun went off and I took my first step in the Western
  You’ve got someone at the end of the sales funnel. You know you need the business but it’s hard
Question: What are Momentum Maintainers and Stalled Deal Strategies?  Answer: The techniques you use to keep your active sales opportunities
A lot of people are scared to do videos. As the sales leader, you are the face of the company.
“If you’re selling enterprise software, you’ll talk with people such as the vice president of engineering, chief technology officer (CTO),
A hard thing that you need to make #routine is doing cold calls.  At some point, you may want to
 "Person: Begin by identifying the buyer you’re working with— what is their role within the company, and how are they
“If you propose collaborating on an implementation plan, and the prospect tells you, “Let’s wait,” or “Draft something up and
  There's some things around selling especially as a Startup that is hard.  There’s no way to make them easy. 
  Two more days until the ultramarathon!! ???? So… Here’s another example of making hard things routine.  Do heat training. 
“If you sense you’re dealing with a buyer vampire, or you’re not sure, here are a few more questions you
  Over the past six months, I've been training for the Western States 100 – the oldest, arguably most prestigious
  Startups are ultramarathons, even though most of us are sprinting every day – Sprinting to the next product release...
I don’t HAVE the time. I MAKE the time – every week, every day. Making time meant crawling out to
“When you’re selling to large companies, there are lots of managers, directors, and VPs. There are even lots of senior
  “This past year, for me specifically, has been my biggest transformation professionally ever. –Alexine Mudawar  In this segment of
  In this episode of the Startup Selling Podcast, I interviewed Alexine Mudawar & Gabrielle Blackwell. Who is Alexine Mudawar?
  June 26th is 8 days away. At 5am, the gun will go off and I'll take my first step
  Unless you’ve got a Prospecting Partnering System in your #sales process. In prospecting partnering, what you really need to
“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a
  Discovery: You want to identify your customer’s problem and the buyers that need to be involved. Implementation: Look at
“Ever had a situation in which you’re talking to new prospects and five minutes into the conversation, they ask, “This
“As you’re engaging with your prospective customers, most of the people who you encounter aren’t buyers. They might think of
In this segment of my conversation, I talked about #discovery which is the first part of the sales process.There are different parts
  Demos are where sales opportunities go to die. Unless you've got a Prospecting Partnering System in your #sales process.
If you’re selling enterprise software, you’ll talk with people such as the vice president of engineering, chief technology officer (CTO),
  Think about this framework in your 60-minute demo: Confirm–Show–Explore.You will use about 10% of your meeting to explore, 30%
“It’s important to identify the specific needs of the user buyers, so you know how they will benefit from using
Person: Begin by identifying the buyer you’re working with— what is their role within the company, and how are they
  When you get into the demo, focus on the customer’s problem—This is what they care about, not your product.
“Depending on the size and scope of your sale and implementation, you might need to go high up in the
  Instead of allowing people to request a demo on short notice, give yourself some space and time to prepare
There are four buyer types in every enterprise sale. 1️⃣ The User Buyer – This is the person, or the
  If you build your Demo Design the right way, your demos will be short, focused, and even better, move
  “Demo” should NEVER be a stage in your sales process. In fact, your entire sales process should minimize your
  We are going LIVE in 8...7...6...5...4...3...2...1 ????If you are seeing this now, the time is 9:53 am PT and
3 Things I'm excited about (including lots of running and baby goats...) #1:  The last stretch of training for the
Tomorrow, June 3rd I will be running a Free Live Training where we will learn the 5 key selling strategies
“If you propose collaborating on an implementation plan, and the prospect tells you, “Let’s wait,” or “Draft something up and
3 Things I'm excited about – #1: The last stretch of training for the Western States 100. I've got 50-mile
Let’s say that one of the milestones in your sales process might be “Get sample data from the prospective customer.”
“In the final 30–40 percent of your sales meeting, explore what the next steps should be in the sales process.
  You’ve completed the BIG demo. After the demo, the lights go off and everything goes dark.Why? They have seen the
???? Are the leads you have now getting dusty and stale? Only getting a trickle of new leads instead of
  To avoid the need to “follow-up”, use BAMFAM— “Book A Meeting From A Meeting”.  Often times in your discovery
  "I guess I'll follow up with them..." If that's your action plan for a deal that's gone dark or
The next 2 months will make or break your Q4/2021 sales numbers which is why you'll want to join on
I'm running a sales training on June 3rd to help b2b startup founders nail their 2021 sales targets. I'm teaching
  "I guess I'll follow up with them..." If that's your action plan for a deal that's gone dark or
“Demos should be treated as a way to show how your product will solve a key business problem, and then
  Yesterday I shared a podcast snippet with the first parameter of a 5-factor rubric designed for BOTH founders and
“If you have two or three meetings and 90 percent of that time is spent showing demos and talking about
Hiring is a two-sided market – the hiring company and the candidates.  After closing a Series A, a founder needs
“When you get to the product demo, the agenda isn’t just about giving a room full of people the “nickel
  Hiring is a two-sided market – the hiring company and the candidates.  After closing a Series A, a founder
  Say your goal is to hit a target of 100 outbound touches per day.  Commit to 30 minutes a
“Now when you get to the product demo, the agenda isn’t just about giving a room full of people the
“Think of the recognition of needs stage as the “no demo” stage—I absolutely, positively forbid you to do any product
Communication starts by scheduling and making sure your team and your family knows. Most importantly, share WHY it's important that
“Most companies sell on the known said problem, because that’s what the customers talk about and complain about every day,
One of the key strategies that helped me with #consistency is to schedule everything. I schedule EVERYTHING so I can see what time
  In a recent podcast, I shared how CONSISTENCY is a key principle in my ultra-running, business, and life in
"Let’s say that one of the milestones in your sales process might be “Get sample data from the prospective customer.”
I'm running a live workshop for B2B #startup Founders that want to grow from 6-figure ARR to 7-figure ARR in the next
  One of David's discovery tactics is giving the prospects a reason why you are asking. You can do this by saying:“The
“Nope. Product demos are a step in the process. Just like you wouldn’t consider a lead qualification call to be
In this segment of my conversation David Priemer & I talked about giving the Disney experience to your customers. Ultimately,
“In the final 30–40 percent of your sales meeting, explore what the next steps should be in the sales process.
“Asking the right questions, the right way, is critical in the recognition of the needs stage of the sale. Confirm
David Priemer has a 5-step framework in his book, “Sell the Way You Buy”. These frameworks are:1️⃣ Polarization2️⃣ Juxtaposition3️⃣ Provocative questions4️⃣
  “If you want to be a top seller, you have to execute with science and empathy”. – David Priemer 
  In this episode of the Startup Selling Podcast, I interviewed David Priemer.  Like most of us, David never thought
"Implementing = Learning" – This is a mantra I stress over and over with clients. When we're making a change, learning a
  The actions, decisions, and choices made in the past got you to where you are today. They won't be
Would you like to work with the most innovative Tech Startups across the world? We are #hiring our next Content Strategist to
"If you don’t have a process for selling, you’ll be at the mercy of your buyer’s process for buying.” –
  I've found that there are five (5) traits that make for a coachable person. The first trait that I
In the spring of 1997, I got a mailer that Brian Tracy was coming to Greensboro to teach an all-day
A lot of times I would hear a “BUT” from some people that want or that needs coaching.  “Yes I
I'm reading "Trillion Dollar Coach" by Eric Schmidt about Bill Campbell – a coach to some of the top Silicon
The 4am alarm was unwelcome. I haven’t slept well this week even with getting to bed early. I woke up
“Saying No is just as powerful as saying Yes; It’s how you say it” – Amy Volas In this segment
In Schmidt's book and in Mumford's interview, they both talk about what makes a person coachable. In reading and listening,
Why am I telling you this?Well, I'm really proud of that & I want to share it. :-)But the real
This week, Tim Ferriss posted his interview with George Mumford – a person most people don't know. But they know
  “The biggest piece is the misconception that all salespeople are created equal”. – Amy Volas It was great having
“This means that the startup has identified a key problem that their product solves and can prove that their product
  I'm reading "Trillion Dollar Coach" by Eric Schmidt about Bill Campbell – a coach to some of the top
“Let’s say you met an executive at the Big Industry conference. The executive is excited from your initial conversation and
In this episode of the Startup Selling Podcast, I interviewed Amy Volas.  With more than $100MM in revenue sold and
  Consistency could mean making #time and investing in yourself to learn and grow.  When you see an opportunity, take
One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process.
  The idea of “consistency” in your team meetings is just as important as having consistency in your sales work.
Here is a SNEAK PEAK for the "Idea to Impact" Sales Training that I'm teaching this week.We've still got a
If you’ve been running your business for any period of time, you’ve come across the concept of a “Sales Process.” 
  For your sales process to work, you need to do the work. Every day! Consistency is doing things like... 
CONSISTENCY is a principle that's made the biggest difference in my ultra-running training and my work.  Consistency means putting in
  When you have a team member that's not performing… Is it an obstacle or an opportunity? When you have
Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into
  An opportunity can be to… ????Pivoting your company ????Taking a break from your startup ????Trying something new The way
  All of us faced a huge obstacle last year.  Most of us are not where we want to be.
"Control of your daily sales work means that you know who to qualify in and out of your sales pipeline
  Thinking about all of the work that needs to be done is an obstacle.  When you acknowledge the situation
  When it's 3am and you can't sleep, what do you do? I had a choice – I could lay
Diagnosing the problem is a necessary step before you can know if or how you can help your buyer.  When
"The first three questions in the Q Framework will help you identify the best lead generation strategy. First, knowing what
Qualifying your leads will speed up your sales for the right-fit prospects. If you do not have a lead qualification
“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need.  Your job as a seller is to
  Just because a lead requests a demo, doesn't mean they get a demo.  They have to deserve it. And
“You can use the “price question” to then qualify the person and the situation to know whether or not there’s
Either your customer is aware or unaware that he or she has the problem that you solve.  If your prospective
  Your customers will be more honest and open with you. They’ll tell you the real issue and the politics
Your customers are in this world where they are a hero. They have to go and fight and figure things
Your town is the problem that you solve for your customers in your marketplace. Show your customers that you can
  I know you're frustrated and tired. We all are. A year ago, I packed my bags for a two-week
“If you find yourself in a situation where you feel like you have this cool technology, and you’re looking for
"Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective
A constant question that I get is “Everything is slowing down in my marketplace, what to do if “all” of
  The second selling strategy in a volatile market is #Relationship.  Your customers are challenged with different problems—hiring strategy, exit
I am frequently asked the question “What should be my selling strategy when we’re in a volatile market?”The #1 strategy
“Our target customers knew that we had an authoritative perspective in the market. We could point them back to articles,
To build an Authority Voice strategy you must get front & center with your prospects before they reach out to
“I started working with Altos in 2007. By 2007–2009, during the housing crash, we had emerged as a voice of
  Here are nine tips for selling in a volatile market: Don’t believe everything you think. Relationships first. There’s no
  Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to
Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem,
In this model, we look at the old way versus the new way of doing things. Most prospects are still using
You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the
57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now
  “Me: “Hi, [his name]. Scott Sambucci from Altos Research.”  Him: “We’re not interested.”  Click. End conversation.  Me: “Expletive! Expletive!
You know more about the problem your product solves than anyone – that’s why you started your company in the
Pajama Prospecting…One of the questions I’m getting from our coaching clients right now is…“How do I fit in my prospecting
  “You might have already found yourself in this situation—you’ve talked to prospective customers and once they understand what you
Once you have a clear view of the critical business issue, shift your attention to answering, “Who are we solving
  You know more about the problem your product solves than anyone – that’s why you started your company in
Either your customer is aware or unaware that he or she has the problem that you solve.  If your prospective
Would you walk away if your customers are not willing to take advantage of your levers? Or would you lose
A question I get all the time is – "How do you stay so disciplined? I see you get up
“Are you better at connecting with certain types of people?  When you go to a conference or meet people professionally,
“In a technology negotiation, playing this transparent card will help you to get to a point where you are exchanging
Most founders hear advice every day like this.  “Do this, and you’ll get more leads . . .”  “Make sure
  “I listed out four things that we care about; volume; how much you buy, timing of cash; how fast
You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the
  In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer. Andrew is one of the
“When we hide our price, it’s actually a form of not being transparent”. -Todd Caponi In this part of my
"Every time I would go to an industry conference, I would ask HousingWire if it would be interested in having
I was one of the many who were silent. I wasn't sure what to say or how to say it.
I developed a relationship with a COO at a mortgage company, which started off with an InMail (cold email) on
“You can incrementally start by changing how you think, and then secondly, you can make a change by immersing yourself
When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently,