I’m already hearing it … “Nobody’s buying this time of year…” “I’m focusing on Q1 deals now…” “My prospects are all telling me to ping them in January…” What? Did you know you still have more than 11% of the year left? There are 28 working days left in 2020. That’s 11.1% of the […]
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If you’re in this zone where deals are coming in that are way lower than what we charge, I would go back and ask “Are you sure you are targeting the right people in the first place?”. It was great having Todd Caponi on our show. His expertise in transparency negotiations & pricing brought […]
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Good work! You’re off and running with your sales prospecting work for your startup: 1/ You’ve built your target list – specific people within an industry or market segment, and 2/ You have some valuable content to share – a white paper, case study, blog post, webinar recording, video, etc. Now you’re out there […]
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The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]
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“You might not realize this, but you have a distinct advantage right now as a startup—you don’t need that many new customers to make a huge amount of progress. If you’re truly starting up, you need your first one, then 10 more, then 10 more after that. Even if you have 10 or 100 customers, […]
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