Living in Anticipation With Schrodinger’s Leads
It can take a while to determine what to ask in an opening conversation and which leads constitute opportunities. You have to follow up.
Living in Anticipation With Schrodinger’s Leads Read More »
Sales
Six Tips For Writing An E-Mail To A Prospect or Potential Partner
Here are six tips or writing an E-Mail to a prospect or potential partner: the Hollywood approach, the schoolboy approach, add a middleman, quit typing, begin at the end, and sketch a picture.
Six Tips For Writing An E-Mail To A Prospect or Potential Partner Read More »
Engineering Your Sales Process Workshop Feb-8 Early Bird Closes This Weekend
Just a heads up that the early bird rates for our next “Engineering Your Sales Process®” Workshop close Sun-Jan-28. This is the same workshop that Scott Sambucci and Sean Murphy offered at the Lean Startup Conference in December 2012 but we are limiting the attendance to 12 entrepreneurs to allow it to be even more
Engineering Your Sales Process Workshop Feb-8 Early Bird Closes This Weekend Read More »
Founders Must Engage in Customer Discovery Conversations To Close Early Sales
Technical founders are tempted to look for a channel partner or hire an experienced sales person to close early sales. This post explains why this is often a mistake.
Founders Must Engage in Customer Discovery Conversations To Close Early Sales Read More »
LSC Workshop on Engineering Your Sales Process
If you missed SKMurphy and SalesQualia at Lean Startup Conference’s workshop, Sean Murphy and Scott Sambucci led an interactive workshop on developing and debugging your repeatable and scalable B2B sales process. In the workshop, we worked a number of sales issues that the attendees from lean startups had: Can’t get potential customers to call back
LSC Workshop on Engineering Your Sales Process Read More »
Engineering Your Sales Process Workshop on February 8, 2013
All companies, even those that take a lean approach, face these problems in B2B sales: You can’t get potential customers to call back They won’t make a decision They seem to like a ever-ending beta, but they will not buy Your deals stall This interactive workshop will help you learn from these problems by using
Engineering Your Sales Process Workshop on February 8, 2013 Read More »
Prepare Your “Getting Started” Plan Before A Prospect Asks For It
Always prepare a slide detailing a getting started plan or next steps for when a prospect says “This sounds great, how do we get started?”
Prepare Your “Getting Started” Plan Before A Prospect Asks For It Read More »
Averting Stalled Sales Opportunities Webinar
In this webinar, Averting Stalled Sales Opportunities, Ron Snyder and Peter Cohan show you the key steps to avoid your sales process stalling.
Averting Stalled Sales Opportunities Webinar Read More »
Great Demo! Workshop on March 6 & 7, 2013
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on March 6 & 7, 2013 Read More »
Great Demo! Workshop on May 22-23, 2013
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on May 22-23, 2013 Read More »
Great Demo! Workshop on Oct 9 &10, 2013
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on Oct 9 &10, 2013 Read More »
Engineering Your Sales Process Workshop at 2012 Lean Startup Conference
I was invited to give a workshop the day after the Dec-3-2012 Lean Startup Conference and have teamed up with Scott Sambucci to offer a revised and improved version of our “Engineering Your Sales Process.” Here is the overview for this half day workshop: All companies, even those that take a lean approach, face these
Engineering Your Sales Process Workshop at 2012 Lean Startup Conference Read More »
Great Demo! Methodology Offers a Lean Approach to Sales and Presentations
The Great Demo! methodology offers a lean approach to sales. It encourages you to get to the point quickly with an example of a solution you believe that the customer will find valuable
Great Demo! Methodology Offers a Lean Approach to Sales and Presentations Read More »
Book Club: Lessons Learned Implementing “Great Demo!” Methodology
Live roundtable on lessons learned implementing the “Great Demo!” methodology Tue-Sep-4-2012 12:00 p.m. Pacific / 1:00 p.m. Mountain 2:00 p.m. Central / 3:00 p.m. Eastern 8:00 PM London / 9:00 PM Paris & Berlin Update Sept 6: “Recap and Audio from “Lessons Learned Implementing Great Demo! Methodology“ Great Demo!: How To Create And Execute Stunning
Book Club: Lessons Learned Implementing “Great Demo!” Methodology Read More »
Speaking on “Accelerating Your Sales” at Aug-9 Startup Sales Circle
I will be speaking on “Accelerating Your Sales” on Thursday, August 9th at 6:30pm at GroundFloorSV Bring sales questions and situations you would like to discuss. Bring any (or all!) of the following with you: A gnarly sales opportunity with an active prospect where you’d like some help; A prospect that you’d like to pull
Speaking on “Accelerating Your Sales” at Aug-9 Startup Sales Circle Read More »
Scott Sambucci: Seven Tips For Selling as a Startup Founder
Scott Sambucci wrote a great book on selling entitled “Startup Selling: How to Sell If You Really, Really Have to and Don’t Know How.”
Scott Sambucci: Seven Tips For Selling as a Startup Founder Read More »
Education of a Wandering Man by Louis L’Amour
I picked up “Education of a Wandering Man” by Louis L’Amour book without expectations. Someone had recommended it as a good autobiography of a writer. His life was fascinating. He offered a number of useful insights. What follows are some excerpts with additional commentary.
Education of a Wandering Man by Louis L’Amour Read More »
Great Demo! Workshop on October 10 & 11, 2012
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on October 10 & 11, 2012 Read More »
Great Demo Workshop on May 23, 2012
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, May 23, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on May 23, 2012 Read More »
Great Demo Workshop on February 29, 2012
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, February 29, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on February 29, 2012 Read More »