On one of our weekly coaching calls yesterday, a client shared how they were struggling to convert their inbound leads to demos. The inbound leads started by clicking a Facebook Ad (yes, those work in enterprise sales if you do them right) specifically requesting a product demo. These were inbound leads – people that wanted […]
VIEW POSTI remember one particularly cold, gray January day, sitting in a conference room atop a Manhattan high-rise while I was at Blend. A consulting partner arranged a meeting with the CEO of a top-5 mortgage lender. For three hours, we talked problem, market, roadmap and the next five years at his company – how he […]
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I did a 50k trail race this weekend. I know… I know… It’s just what I do… My wife tells that these races are my way of expressing myself. Some people choose watercolors. I choose to cover long distances via self-propulsion. Anyway, on to the story and how it relates to startup selling… My gear […]
VIEW POSTIf I was leading sales at an enterprise/B2b startup, there’s one thing I’d be hammering to my team this month –– Q4 starts now. (BTW… I did an entire podcast episode on this topic. You can listen on Spotify, iTunes, or directly from SalesQualia.com.) Sure, you’ve got late-stage deals to convert right now, and you’ve […]
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It all started so positively. The prospect was excited to talk after they filled out the “I’d like more info” link on your site. They asked you tons of questions about your product. They couldn’t wait to see the demo and they loved what the saw. They asked about price and asked for a proposal, which […]
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