“As I looked at the faces of the young people; it was Black kids, it was White kids, it was Asian kids, it was Latino kids, it was rich kids, it was poor kids; it was America!” -Robert Wallace In this segment of my conversation, Robert shared his experience standing in solidarity with people from […]
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Often, startups spend too much time jumping from one lead generation tactic to the next, or they copy a lead generation that looks like it worked for another company, without experimenting and measuring if that strategy is the right one for their startup. At the earliest stage of your company when you’re finding your first […]
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Allowing your prospects and customers to see their problems being solved, will earn their trust in your product and company. It also involves the customers in the process itself. This will enable them to see how your company operates, how you respond to their needs, and how you react when something doesn’t work as expected. […]
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When you build and successfully execute your prospecting plan of action, you will get the following. 1/ Clarity: Clarity means that you’re 100 percent clear about the exact problem you solve, for which market, and the buyers and stakeholders you need to reach to start your sales conversations. 2/ Control: Control of your daily sales […]
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Friendly buyers show up on time, they’re prepared and they have information. Executive Sponsors have the problem that you solve, the urgency to do it and the authority to accomplish it. Five behaviors that are requested of the Executive Sponsors are: ???? Can you convene the customer? ???? Can you prioritize for them? ???? Can […]
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