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
The first question you need to ask yourself is … … is selling actually predictable? There’s been a debate about this for years. First off, throw marketing out of this discussion. Marketing is a support structure for sales in many organizations. It can have repeatable success, yes, and can claim
We’re going to walk through a very systematic approach here called “The Five Whys,” which has been tweaked and redone in a few different contexts over the years. The basic idea is that there are five steps of a buyer journey that are triggers for your B2B outbound sales actions
Simple question that’s often hard to answer: why do so many sales opportunities suddenly stall? And, on the flip side, how can you close more enterprise deals? The basic breakdown of the answer is a discussion about indirect sales. See, if you sell SaaS to Pro Users and small businesses,
Let’s say your product is a $25,000 software or service, or a $4,000 monthly retainer. That’s what you want you prospects to buy from you, right? Even though you’ve outlined the sales and marketing speak, it’s still a very high wall for most of your leads and prospects to be
Let’s be honest — there are a lot of ways to mess up a B2B meeting. (Or even totally, yes, fuck it up.) There are millions of B2B salespeople globally (and the number is actually going up despite what we think tech did to B2B) and, let’s face it, not
Let’s start with one caveat up front about B2B sales: it’s a tremendously complex topic that people unfortunately often make more complicated, instead of simpler. Entire books have been written about B2B sales. Entire websites are devoted to the topic. This is one page on our website. It’s not going
Customers lie. Shouldn’t be breaking news, but sometimes we try to forget that. Even though the field of economics has long wanted us to believe in “rational actors,” the reality is that people lie, cheat, steal, are misguided, etc. It happens. You hope it’s not normative, but it happens. There’s
Let’s start with a quick funny story. It’s not directly about sales, but we’re going to get there — don’t worry. I had a friend who was a consultant for a business that Microsoft (enterprise!) eventually bought. One of his client engagements was this: they flew him to Atlanta, and
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