The product is never going to be right there. Right? Like I hear this a lot from Tech startups where sellers are coming into it. It's like, “Oh I could sell it if it did that” or “I could sell it if it did this”, and, “But that”.
Disclaimer: If your mandate is to "deliver share-holder value" or "make a paycheck", then this post is not for you.
How Do You Make Decisions: Fear or Hope?
Someone once asked me what it is that makes me choose to work with one client versus another. In sales terms, he wanted to know what my "qualifier" was. I think more in terms of disqualification, so it was a...
Here's a classic chicken-and-the-egg scenario. You know you need to make time to sell in order to grow your business, but you're swamped with client work – to the point where you're not doing much selling. At some point the client work will end and...
The Big Bang Effect: Inbound Marketing and the Cold Sales Call
The Smarketing VARs wager to Hubspot
Most people who know me, know that I am serious and passionate about sales, marketing and business development. I truly believe that when business is done right, and the customer relationship is put first, it...
Do You Really Want a Big Business Customer?
In a previous post, I spouted off a bit on small businesses who are cursing big business for beating them out, whether it is online in search ranking or in their store fronts.