Question: Is LinkedIn a worthwhile networking tool? Answer: Yes, depending on your definition of “networking.” Personally, while I always enjoy meeting new people with new ideas, time is really, really short, and I assume that most other people feel the same way. Here are three (3) ways that I use LinkedIn for networking (loosely defined, […]
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Sales Lead Qualification: The 4 Ps of Problem-Prospect Fit Lead Qualification is one of the most important and challenging parts of the sales process, especially for startups. There’s no shortage of interesting conversations. People want to see your stuff. They like seeing new products and demos. You can spend a lot of time and effort […]
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Question: What are some solid ways to do customer development for a startup? Answer: On the tactical side, I developed a classification system for Contacts and Call Outcomes: “A” Contacts: Personal and professional friends. People I’ve known and worked with in the past; people who I know will take my call and make time for […]
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Question: Should I accept people’s invitations on LinkedIn who I don’t know but they have a pretty good profile and similar interests to me? Answer: For me, it would also depend on whether the connection request was the standard – “I’d like to add you to my professional network on LinkedIn.” or if the person […]
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Question: What are your top sales objectives in 2017? Answer: My top sales objective for 2017 is to 3x REVENUE by SCALING the business… so that I can 10x revenue in 2018. The 3x goal is a forcing function to scale. Revenue growth forces scale – one person can only work so hard for so […]
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