“Usually the team that gets them to that 1 to 2 million is not the team that’s going to get them to the 5 to the 10 to the 20, and that’s a hard pill for these CEOs to swallow”. -Mary Grothe In this video segment, Mary covered three important hurdles companies face when they […]
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“When you use the Q Framework to develop and build your sales process for your startup—from prospecting to pipeline to customer conversions—the ultimate outcome you’ll achieve for your customers, your company, and yourself will be more #clarity, #control, and #confidence. From the Prospecting Plan of Action, here’s how we define them: 1/ Clarity means that […]
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“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the start-up stage, but you’ve found yourself fixated on hiring a sales team before landing your first ten customers. Maybe you’re pushing toward $1,000,000 ARR in the next 12 months but your strategy depends solely on […]
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Ask yourself what your prospects moan about over the dinner table with your partner at evenings”. In this part of my conversation, we talked about what your prospects moan about and using language that’s clear and simple to translate your thoughts. Listen to the full interview with Richard Smith below: https://salesqualia.com/ep-115-prospecting-icps-what-your-prospects-moan-about-an-interview-with-richard-smith/
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To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation. In the ramp-up stage, startups can’t rely solely on their founder’s network and introductions to help them contact their next paying customer. Instead, a startup needs to develop and deploy a prospecting plan of action — the […]
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