Lone Wolf Sales
Why Different Is Better Than Better
One of the most fun marketing challenges today, perhaps the greatest for a raw startup is that customers are overwhelmed with marketing messages from vendor
Lone Wolf Sales
Why Big Company Enterprise Reps Fail At Startups
A raw startup, one that may have zero customers or just a few, is not a small HP or IBM. It is a fundamentally different
Lone Wolf Sales
The Single Most Important Question For A Startup
The single most important question in startup sales is this: is getting in front of the right person 5% of the sales process or 90%.
Lone Wolf Sales
Marketing Driven Sales or Sales Driven Marketing?
Bet you never heard those terms before. But in a tech startup, they can make all the difference in the world. Like the difference between
Lone Wolf Sales
Don’t Write Stuff Nobody Ever Reads!
To sell stuff, you have to be able to explain it–fast. Thus the need for marketing collateral and an OK web site and some basic
Lone Wolf Sales
Knowledge Nibblers Lead You To Customers
Years ago, I was brought on to launch a territory in the Texas area for a struggling logistics software company. They had never sold a
Lone Wolf Sales
Your Customer is Hiding In Hotmail and Gmail
Notice how many marketing links now require your “corporate email” address? Ever take a look at lead lists and wonder why up to 60% of
Lone Wolf Sales
How Do I Find My First Customer?
The most vexing question for a B2B tech startup is how to find the first customer. It’s all different before you have a
Lone Wolf Sales
How “Awesome” And Dude” Made The Rep Not Credible
It was a typical VMware request. Can you help our rep meet the CFO of one of the largest companies in the region? So I
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