David Sandler famously said: “If you don’t have a process for selling you’re at the mercy of your buyer’s process for buying.” One of the biggest challenges startups selling to the enterprise have is keeping control and momentum through the sales process. As a startup, when we’re selling our new product, knowing our sales process […]
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Last month, a friend asked if I was up for a half-marathon in November. I’ve been taking some down time from heavy training this Fall, but the race is a trail run in the Marin Headlands. Hard to resist a perfect way to stay fit, have some fun, and hang out with a buddy. I […]
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One of the biggest challenges startup founders face is dealing with the daily distractions and all the options available for the business – Lead gen strategies, pricing models, hiring decisions, product features. It’s nearly an endless list. Often there’s a tendency to keep trying new things – Try running a booth at a conference… Try […]
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If you’re a company founder like me, you know it’s time for the big push in Q4 to hit those EOY targets and set ourselves up for an even bigger 2022 and beyond. When we’re out there pushing on our SALES – finding new customers, growing revenue, and jumping to the next level this year […]
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One of the biggest sales mistakes most startups, especially ones selling enterprise solutions and targeting Above-the-Line executives make, is that they don’t focus on their prospect’s PRIORITIES. Instead, most startups make their outreach and pitches all about their PRODUCT – “Hi NAME – I’m contacting you because I would like to give you further […]
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