“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 […]
VIEW POST
“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 […]
VIEW POST
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/
VIEW POST
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 […]
VIEW POST
“Before we actually spend time with this prospect, do they really match the criteria that we put time and effort in?” – Richard Smith In this segment of my conversation with Richard Smith, we talked about using rubrics and metrics as a scoring system to identify ICPs. Listen to the full interview with Richard Smith below: […]
VIEW POST