“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 […]
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“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 […]
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“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 […]
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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 […]
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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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