One of the hallmarks for success in a business-to-business market is the ability to form personal relationships as well as professional business relationships. Both require building trust. I am always dismayed when I read advice that advocates bait and switch or other forms of con games that erode trust and make it difficult for any […]
Building a Business Requires Building Trust Read More »
Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail” After every Great Demo! workshop we contact the attendees with a short E-Mail that reads in part: I want to check-in to see how you have been doing using the ideas and skills we covered in our Great Demo! Workshop three months ago.
Great Demo Workshop Attendee: “Holy Crap! My Demos Have Too Much Detail” Read More »
Looking for advice on lead generation or closing deals? Schedule office hours to walk around your current situation or opportunity.
Office Hours: Schedule Time To Walk Around Your MVP Read More »
Without a revenue hypothesis your business model is just a list of activities users are engaging in. You need to map customer actions to revenue and costs.
Without A Revenue Hypothesis Your Business Model Is a List of User Activities Read More »
Entrepreneurs making the transition to sales face a number of challenges that vary depending upon their background.
Make the Transition to Sales: Two Workshops For Entrepreneurs in March Read More »
Q: We have started selling and are looking for resources for a lean approach to sales, in particular for new product introduction. Lean Approach To Sales at Lean Startup Conference 2012 Scott Sambucci and I presented a workshop at Lean Startup 2012 on “Engineering Your Sales Process.” The deck is posted at http://www.slideshare.net/SalesQualia/engineering-your-sales-process About 70%
Q: Resources For A Lean Approach to Sales, In Particular New Product Introduction Read More »
Peter Cohan’s Great Demo! methodology will help you improve your sales pitch. It helps you put the bottom line up front.
Improve Your Sales Pitch Read More »
It can be difficult to put a price on a new product service, much less to develop a pricing model you can use to offer pricing to many different prospects. Here are some tips.
Q: How To Pull The Trigger On A Pricing Model Read More »
A talk I enjoyed by Simon Sinek (@simonsinek) on “How Great Leaders Inspire Action.” Simon Sinek: How Great Leaders Inspire Action Some great insights from Apple, Dr. Martin Luther King, and the Wright Brothers: Why -> How -> What Start with Why Why is not “to make a profit” that’s a result.. Why is your purpose, your
Simon Sinek: How Great Leaders Inspire Action Read More »
Here are three sales pitches that never really work with some suggestions for how to improve them.
Three Sales Pitches That Never Really Work Read More »
It’s especially important to price based on your value to a particular customer’s situation when you bring unique expertise and insight to a problem. This post is based on a real engagement that started with the conversation in “Living In Anticipation With Schrodinger’s Leads.”
Price Based On Your Value To The Customer’s Situation Read More »
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 »
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 »
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 »
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 »
Sean Murphy of SKMurphy and Scott Sambucci of Sales Qualia offered a jointly offered an LSC workshop on “Engineering Your Sales Process.”
LSC Workshop on Engineering Your Sales Process Read More »
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 »
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 »
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 »
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 »
