My long-time friend, Craig Witt, recently posted the following article on Medium. He gave me permission to put it here on my site. Most sales leaders agree that the goal of a Go-To-Market organization is to use predictable and precise approaches to engage the right decision makers in the companies they’re trying to convert. But what is …
This is the first post in a new series of thoughts on selling software as a startup titled “Skinned knees—what an MBA didn’t teach you for rebel sales in a software startup”. It first appeared on the Agile Stacks website where I am the Chief Revenue Officer. My postings on this topic won’t be on …
Meetings for salespeople are common…and terrible. Salespeople have a staggering amount of meetings to attend, both internally and externally. When they’re not checking in with their managers or picking up tips from their coaches, they’re presenting to prospects or visiting with customers. With all that time tied up in meetings, it’s critical that each runs …
You are about to send the proposal. You want to get your team’s perspective on your offer. This team may be your technical pre-sales, your manager, your manager’s manager, your finance guy, your implementation team, etc. Many people can give you insight into the proposal for your account. Each person on your team will help …
Header Photo by j_lloa (Pixabay)
There is no question that salespeople need a positive impression on social media. You can save the Facebook account for friends and family arguments and fun posts, but your LinkedIn account and your Twitter account need to be professional. Remember, every sale is composed of three things that you are selling: Your product (and your …
If you think your only job is to sell your company’s products and services, think again. Before you can ever close a sale, you must sell the customer on why they should buy from you and your company. Unless a customer has done business with you before, the only thing they might have decided when …