“When selling enterprise solutions, such as data, analytics, and consulting while at CoreLogic and large-scale enterprise software at Blend, I knew that anyone who asked about price in the first conversation was a surefire Buyer Vampire. Especially in a larger enterprise sale, if you’re having a first conversation with a sales prospect, that first conversation […]
VIEW POST
“Ever had a situation in which you’re talking to new prospects and five minutes into the conversation, they ask, “This sounds really great. How much is it?” Gulp. Whether you’re selling a lower-priced subscription product ($100/month) or an enterprise solution with lots of zeroes ($1,000/month or more), if your prospect asks price in the first […]
VIEW POST
“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can get it approved.” And yet you can be miles and miles away from a sale. These situations will suck the life out of you and your company. That’s why I think about these people as […]
VIEW POST
“As you’re engaging with your prospective customers, most of the people who you encounter aren’t buyers. They might think of themselves as buyers, but in most cases, the people you need to reach are not the most obvious (or easiest!) people to reach. Often, your initial point of contact will be with a user buyer […]
VIEW POST
Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem, the more you realize that it’s everywhere. That leaves you wondering, “How are we going to sell to all these customers?” The more you look at the total addressable market for your product, the more […]
VIEW POST