You've been there. You had a great meeting. You have a next meeting scheduled. Then you follow up and never hear back. Your prospect disappears. There are four reasons why...
Read MoreAsking for referrals can sometimes feel "icky".Here's why.You delivered something that helps your client do something better. In exchange, your client gave you money. So there's a balance. You "gave"...
Read MoreEarly stage startups typically need to determine who their idea customer is and whether their product or service addresses a need. In order to accelerate that process try this: Search LinkedIn for...
Read MoreI once asked a question that cost me a $125,000 sale. This is actually a true story, but not the takeaway I hope you get from this blog post. Like...
Read MoreMy grandma’s toaster was terrible. Only one side worked, the coils were dim, and it suffered from premature popping. But despite its many shortcomings, I was never able to sell...
Read MoreI recently downloaded a cold call script that was 5 pages long. The were all sorts of psychological tricks like “pattern interrupts” aimed at persuading…
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Setting up a booth at a conference, handing out swag and scanning business cards is easy; scheduling demos with strangers that turn into revenue is hard. As a VP of...
Read MoreI was recently in the market for a CRM so I signed up for a 30 day trial. After kicking the tires for a few weeks I received a call from "Mike". Here's Mike:...
Read MoreI recently spent some time on growthhacker.tv listening to experts on startup growth reveal their secrets. (Very original and thought provoking content btw.) You get to listen to 3 episodes for…
"Good news. We're in! But I need you to give me a better price. What can you do?" Look, I get it. You're anxious. You've been working this deal for...
Read MoreLove this tactic from Robert Graham that starts a conversation by offering something of value rather than asking for 15 minutes on someone’s calendar (which can feel a bit sales-y and…