Question: Is telesales a good approach for B2B startup sales? Answer: Think “inside sales” instead of “telesales,” and it’s a necessity to accompany travel to advance larger deals at key points of the sales process. (Luke Harmon’s has some very good criteria on this.) Regardless, you need to use the phone extensively regardless of whether […]
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Question: I’ve just started going out and seeing customers and realised that I need a script to maximise the information that I gather from them before I move on to talking about the product. There are so many questions that can be asked, in so many different orders? How do I cope with customer variations. […]
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About Allbound: Problem & Solution Definitions: Channel Partners vs Referral Partners vs Co-Marketing Partner vs Reseller vs Affiliates Listen to the episode here: Even better, why not subscribe to the “Startup Selling Podcast: Talking Sales with Scott Sambucci” on iTunes? CLICK HERE TO SUBSCRIBE TO THE STARTUP SELLING PODCAST ON ITUNES When should I start […]
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Question: How can I prove my sales ability to a potential employer if I don’t have a sales background? Answer: Develop and document your sales ability first. Then you’ll have it easy proving it. Ten ideas to get you started: 1.Document selling scenarios for yourself. Think about times when you have to influence others – […]
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Question: I’m new to SaaS sales and I am seeking advice on how to best find/contact IT managers and their respective IT departments. How can I do so? Answer: Are you sure that IT managers are the right people to contact for you product? In enterprise sales, there are four buyer types: Economic Buyer – […]
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