Just because a lead requests a demo, doesn’t mean they get a demo. They have to deserve it. And it’s your job to qualify every lead. You wouldn’t walk into a doctor’s office and say – “Show me your medicines.” Diagnosing your problem is a necessary step before that doctor would know if or […]
VIEW POST
I know you’re frustrated and tired. We all are. A year ago, I packed my bags for a two-week New Zealand trip to teach a workshop, run a 100-mile ultramarathon then tour the north island in a camper van. A year ago we had the first confirmed COVID case in the US. Since then, […]
VIEW POST
Here are nine tips for selling in a volatile market: Don’t believe everything you think. Relationships first. There’s no such thing “All” and “Everyone” Your Prospects don’t panic-buy, so don’t panic-sell Customers buy Outcomes, and simple steps create stable outcomes. Slow is Smooth, and Smooth is Fast. Be the Mayor of your town. People […]
VIEW POST
You know more about the problem your product solves than anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work. 57% of the purchase decision is made before a prospect contacts you & 67% of […]
VIEW POST
In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer. Andrew is one of the Partners and CEO at Headway and has spent over 15 years in product design, product strategy, and development. Headway helps startups and corporate innovation teams launch and grow new digital products in FinTech, Healthcare, Logistics, […]
VIEW POST