Relentless Forward Progress — Lessons from the Trail Cuddled in a sleeping bag around me in the back of my friend’s SUV at mile 123, I didn’t want to leave. I didn’t want to think about the 82 miles I had left in the Tahoe 200 ultramarathon. But… what I could think about was opening […]
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“The Technical Buyer is the buyer, or buyers, who have a particular domain expertise within their company. Their job in the sale is to evaluate your product through the lens of their expertise and advise the purchasing team about the advantages and risks of your product. The job of the Technical Buyer is to ask […]
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“The Economic Buyer is the person who will write the check—the person whose budget provisions the purchase. Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the economic buyer. Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you […]
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The User Buyer is the person, or the team of people, who will use your product every day. Depending on your product, they might include salespeople, customer success analysts, marketing managers, project managers, IT managers, or any other team at your prospective customer who is responsible for carrying out the daily activities of the business. […]
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“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 […]
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