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 …
Casual conversation or “small talk” helps you sell yourself, which is frequently the most essential thing that you have to sell. If you have read my book Eliminate Your Competition or you have read much of the pages of my blog, you know that I frequently talk about the importance of selling three different things: Your product …
The next in our series “Skinned knees—what an MBA didn’t teach you for rebel sales in a software startup” where we discuss your promotion from individual contributor to leading a team. Is it for the faint of heart? Navigating the move from enterprise executive to startup VP of Sales or Chief Revenue Officer is not for …