“As you’re engaging with your prospective customers, most of the people who you encounter aren’t buyers. They might think of themselves as buyers, but in most cases, the people you need to reach are not the most obvious (or easiest!) people to reach. Often, your initial point of contact will be with a user buyer […]
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In this segment of my conversation, I talked about #discovery which is the first part of the sales process. There are different parts of discovery – the discovery of new leads, the discovery of your customer’s problem, and ultimately, there is the discovery of opportunity. Then there’s the last part of the sales process… Implementation! ???? The […]
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If you’re selling enterprise software, you’ll talk with people such as the vice president of engineering, chief technology officer (CTO), or information technology (IT) director. They’re going to ask you questions about how your product is built and its compatibility with existing systems in their company. They’ll ask you questions about what programming language is […]
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Think about this framework in your 60-minute demo: Confirm–Show–Explore. You will use about 10% of your meeting to explore, 30% – 40% will be used to show, and 50% will be used to explore. One of the most important things that you want to do is confirm the information in your discovery call and […]
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“It’s important to identify the specific needs of the user buyers, so you know how they will benefit from using your product and to provide ground-level perspectives from the people who will be using the product. They can become advocates for you with the senior managers who will be more involved in the purchasing decision. […]
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