“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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“Spend less time selling to people who probably aren’t gonna buy from you and more time selling to people who are gonna buy from you.” – Richard Smith Reminding yourself and your team about your Ideal Customer Profile (ICP) is important for the effectiveness of the company. This way, you know where to be […]
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“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase. A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]
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“Your best-fit customers are the ones that ultimately innovate your product the best”. In my conversation with Richard Smith, we talked about identifying your ideal customer profile (ICP). Check out the full podcast here: https://salesqualia.com/ep-115-prospecting-icps-what-your-prospects-moan-about-an-interview-with-richard-smith/
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“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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