In 2022, I personally did calls and Zoom meetings with over 200 startup founders last year, and interacted with more than 2500 more via live events and LinkedIn. A consistent theme in those conversations? “I want to 3x revenue in the next 12 months.” Here’s the skinny on how to make that happen –- If you […]
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As I left class on Saturday, I asked my BJJ Professor (Brazilian Jiu-Jitsu) – “In the next week or so, I’d like to talk about what I need to do to get on the path to my blue belt. I’ve been training for 9 months – I know I have a long way to go, […]
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Myth: Prospects want to see a Product Demo. Truth: Prospects don’t care about your product, because product demos shouldn’t be about the product – they’re about the prospect’s PRIORITIES and PROBLEMS. In fact, calling product demos a “Product Demo” is all wrong. It tells to your prospects that this is another – “Answer–Slack–Messages–and–Reply–to–Emails–While–Pretending–To–Pay–Attention–For–An–Hour” call. Instead […]
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Hi Crew – It was all going so well, wasn’t it? The prospect replied right away to that outbound email… They couldn’t wait to see the demo next week… Then they loved what they saw and asked dozens of questions about features, integrations, and onboarding. They asked for a copy of the deck, a sample […]
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Did a keynote talk at a client’s Sales Kickoff this week. They asked me – “How do you keep people engaged in a sales call, or in the sales process in general?” The first answer that came to mind was to remember that your prospects are people. They have stuff happening all around them […]
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