The prospect’s role in the decision-making process is to collect information pertinent to their problems and find a solution to these challenges. Your stated role in this process is to provide information to the prospect that will allow them to purchase your product. Your unstated, but understood, role in this process is to affect the …
The chosen product will match the goals of the prospect, not just the pains of the prospect.
Read More Focus on unrealized goals with your prospects and not pain
I was recently interviewed by Colin Stewart for his podcast “Predictable Revenue.” I spoke in great detail about the four types of salespeople. I created a transcript of the conversation, but that still might have been moderately difficult to understand the differences. I am hopeful that this blog post eliminates some of the confusion. There …
As I discussed earlier on this site, I was recently interviewed on the 151st edition of The Predictable Revenue Podcast, by co-host Collin Stewart. If you go to my earlier post, you can play the podcast right here on my site. This posting is the transcript of that podcast. Throughout the pod, Collin and I discuss …
I was recently interviewed on the 151st edition of The Predictable Revenue Podcast, by co-host Collin Stewart. Throughout the pod, Collin and I discuss how to update the traditional Hunter-Farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the Hunter-Farmer sales model ([3:18]), specializing sales roles ([20:11]), …
An elevator pitch that everyone in your company can give is critical. You don’t need to turn everyone into salespeople, but you should try to turn those elevator pitches into firm appointments for the sales team.
Read More Four must-haves for a practical elevator pitch for your startup
In my position, I frequently have salespeople reach out to me to pitch their product or service. I try to listen to as many of these as possible. I believe there is a chance their product could help me achieve my goals or the goals of my company. I firmly believe that there are better …
The good folks over at Cloudura.ai published this post. It was so good that I wanted my readers to read it as well. With their permission, I am reproducing it here. With over 4 billion email users worldwide, it is no surprise that cold emailing is at its peak right now. On average, a regular email user …