“I know that you believe you understand what you think I said, but I’m not sure you realize that what you heard is not what I meant.” – Robert McCloskey There are four conversations in every sales call you make: What you wanted to say. What you said. What you think you said. What the […]
VIEW POSTCheck out our upcoming Meetup event Thursday, July 25: Startup Sales Circle with Featured Guest Matthew Harrell, Enterprise Sales Manager with Google. Why are you sales opportunities stalling? Could be that you’re using Sales Vanity Metrics. # of Outbound Calls This means you are waiting for leads and prospects to call you back. And they […]
VIEW POST“To be good at sales, you need to be good at dealing with rejection.” I remember a call with a very large hedge fund I’d been working with for six months. The final call ended abruptly with the Managing Director telling me – “We’re not interested.” . That was it. After six months of sales […]
VIEW POSTFind your spider. In 1994, Nancy Krieger wrote a landmark paper in the field of epidemiology – “Epidemiology and the Web of Causation: Has anyone seen the spider?” Prior to her publication, epidemiologists cited a “a web of causations” as the reason a particular disease blighted a population. (Also see: Overdetermination) Krieger posited that instead, […]
VIEW POST“Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against a portion of an enemy force that the disparity between the two forces alone acts as a force multiplier, in favor of the concentrated forces.” Whether you’re a startup or an establish company, when you’re […]
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