“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a vampire. Even if they are the ultimate economic buyer, it’s rare that they are going to push a new product or service on their team without at least consulting them first. What that vampire is […]
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“This buyer vampire is the person who says something like this: “This sounds really great! Send me a one-pager. I’ll present it at the next meeting.” Or “Send me a proposal, and I’ll share it with the team.” I had this exact situation at Blend a couple of years ago. An inbound lead arrived from […]
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Are your prospects telling you “seems expensive” or “we don’t have budget” or “we’re not adding any new costs right now?” What they’re really telling you is — “I don’t see the #ROI.” Sure, your champion wants you to send a proposal. Not much is more exciting to hear than – “We’d love a proposal…” […]
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It’s all about finding the right talent and looking at people that have done a player-coach role”. -Jeremy Macleod ????????️ One of the key focuses for most businesses in Q1 is #Hiring, so I invited Jeremy MacLeod to share his expertise when it comes to hiring and recruiting. Specifically, these are two of the […]
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“In the previous chapter, we talked about the importance of identifying a specific market when you’re selling your product. You begin by zeroing in on an industry, then a company, and even segments within a company. Now the next step is to find and sell to individual people, or buyer types, who are responsible for […]
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