Demos are where sales opportunities go to die. Unless you’ve got a Prospecting Partnering System in your #sales process. It’s fun finding new leads, diving into problems, and talking about what’s possible with your help. Demos – Nothing more fun than showing off your product to an eager prospect. Proposals may not be fun […]
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“Demo” should NEVER be a stage in your sales process. In fact, your entire sales process should minimize your product as much as possible. Yes, really. That’s why Demo Design is one of the 9 Sales Accelerators. If you’re running your demos the wrong way, I bet every one ends with three things –– […]
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3 Things I’m excited about (including lots of running and baby goats…) #1: The last stretch of training for the Western States 100. I’ve got a 50-mile trail run on Saturday, and another 22 on Monday. #2: We’re now proud owners of a baby goat. My wife spent her nights this week building their pen. […]
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“I guess I’ll follow up with them…” If that’s your action plan for a deal that’s gone dark or a lead that won’t reply, you’re doing it all wrong. The top 3 synonyms for “follow” are PURSUE, SEEK & CHASE. Is that how you want to run your sales process? Change the mindset. Eliminate […]
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Hiring is a two-sided market – the hiring company and the candidates. After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either galvanize growth from “start up” to “scale up,” or drag the company into startup purgatory. Founders have to sell candidates […]
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