What exactly is a sales process? And how individual is it? These are important questions that we often don’t address. We try to pin a sales process down to something that’s repeatable for dozens to hundreds of people, but that might be entirely impossible. Many sales processes are inherently individual.
Dreaded concept for guys: The Friend Zone. You probably know the drill, but … you like a female. You think you guys could have a future together. She spends a lot of time with you and there’s sometimes even flirting. You are getting mixed signals. But if you keep hanging
2018 was the beginning of the final arc of the process where small businesses (SMBs) are increasingly having the chance to sell like the big enterprise players. We don’t necessarily mean that SMBs will become $50B companies in the next year or two — they wouldn’t be SMBs anymore! —
Pop quiz, hot shot: do you know the four major types of selling? Surprisingly, many people who have been selling for decades don’t know this answer. Time for a little education.
We find frequently that some of our clients know nothing about their competitors. They might know who they are — as in they can name them — but they don’t know much about what they’re doing or how they’re approaching a similar market. This makes no sense. There is a
New article from First Round Review trying to debunk the idea of “growth at all costs,” and this paragraph stands out: It’s a tale as old as time. Founders push sales orgs for growth to hit the numbers needed for the next round of fundraising. The ask stems from a
Right before I sat down to write this, I had been at a conference in Chicago at the HQ of a mostly-ventured-back SaaS product. They’re somewhere around Round C, meaning that eventually they need to start selling/producing/generating their own revenue, or that venture “line of credit” is gonna go away
We don’t discuss this question enough in sales “thought leadership” — that’s what this is, right? — and it needs to be chopped up a little bit. It’s a bit of a Goldilocks question: too soon feels weird. Do you bring your mother to a first date? Usually not. And
Technically this article is about: Sales triggers, entry point offers and ideal sales conversations. In reality it‘s about: Being human, being sequential and don’t ask for marriage on the first date. Yes, asking the wrong questions too early hurts!
Here’s a question I bet many people would struggle and debate with, even though it sounds pretty easy when asked: What has Apple been selling since Day 1? Here are some of the answers you tend to get: “Tech” (pretty generic) “Intuitive products” (not wrong, and ties in with the
We bring matching B2B customers from Germany, Austria and Switzerland to international software and services companies.
© BizXpand | Imprint & Privacy Policy