Good news! You have inbound leads. People are signing up for your free trials or free versions or free whatever. Bad news! You’ve crafted a series of five post-registration emails designed to give your new inbound lead everything they need to get up and running. Worst news! You have no idea what brought them there, who […]
VIEW POST“A startup is not a smaller version of a large company.” – Steve Blank This goes for the sales funnel. Sure, at a large company with an established market, target segment, and known process – the marketing team can blast out 3000 emails to find a few qualified leads for the sales team to convert. […]
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It’s easy to fall into the “I’ve got to show my product” trap. Don’t! Challenge yourself to see how far you can take the sale without a product demo. Instead focus on customer needs, the problem you’re solving, and the value proposition for the buyer sitting across from you.
VIEW POSTEvery week by email, I’m sharing four (4) sales lessons, ideas, strategies, tactics. Pretty much anything I think will give you a nudge forward on your sales efforts. No rhyme or reason to the tips and ideas – just stuff I’m thinking about, trying myself, or learning from people way smarter than me. I’ll be […]
VIEW POSTOn the way to San Francisco this morning, I listened to the James Altucher show interview with Daymond John. If you don’t know Daymond, he recently wrote “The Power of Broke: How Empty Pockets, a Tight Budget, and a Hunger for Success Can Become Your Greatest Competitive Advantage.”‘ He said something very close to what I teach […]
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