4 Ways to Provide Value Rather Than Sell
If you’re anything like me, you hate the idea of being a salesperson. Even though my friends affectionately call me ...
Tag: Sales
The Basics of B2B Marketing
The Red Rocket Blog has detailed many how-to lessons about marketing for B2C companies, and driving sales teams and strategies ...
Sales for Startups: Hunters, Farmers, What?
I recently had a conversation with an entrepreneur about what type of salesperson to hire first: a hunter or a ...
Four Ways to Provide Value Rather Than Sell
If you’re anything like me, you hate the idea of being a salesperson. Even though my friends affectionately call me ...
How to Psychologically Segment Customers by Persona Baiting
A question came up at a recent local Adobe roundtable event on personalization: How can you psychologically segment customers without ...
Hiring the Right Salespeople for Your Startup
Do not evaluate persona; evaluate results. Plenty of folks have chimed in already about salespeople and hiring for startups. When ...
Key Components for Writing a Startup Business Plan
When writing a business plan, it is critical to do research and set strategy across the following key topics: (1) ...
Pitfalls Around Earnouts (and Why They Rarely Payout)
Following up on Lesson #145, Issues to Consider Before Selling to Big Companies, I wanted to drill down deeper on earnouts ...
Sales for Startups – Not All Leads Are Equal
Some will tell you that a lead is a lead is a lead. That is especially the case in early ...
Here’s Why You Should Crowdsource Lead Generation
Imagine if the entire world was your sales force. Imagine that any time, a potential buyer of your product or ...