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%. No other question matters more, for the most subtle of reasons, because this one question, almost never verbalized, drives the entire behavior of the sales and sometimes, marketing organization. It […]
The Single Most Important Question For A Startup Read More »
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 being an employee at your over-diluted enterprise or achieving material wealth to give to animal shelters. What is the difference? Well let’s take a story–currency for the easiest communication of
Marketing Driven Sales or Sales Driven Marketing? Read More »
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 communication. Contingency Sales believes the customer never reads 90% or more of all the stuff marketing departments create. Or if it is read, it has little or no impact. This
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 single deal in the region, had gone through 3-4 reps over 6 years and had nothing to show for it. Their product was a highly specialized offering and was vital
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 any list has people’s Gmail and Hotmail accounts? Customers do not want to give out their email addresses because they will get sucked into DiscoverOrg lists and get hounded by
The most vexing question for a B2B tech startup is how to find the first customer. It’s all different before you have a customer. Really different. Customers are like inherited wealth. If you have $100 million, getting to $125 million is just compound interest. If you are broke, getting to $1 million dollars
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 arranged a lunch with the senior partner of the world’s largest audit firm who knew the CFO personally. We ordered our TexMex in downtown Austin and I had 3 veggie
How “Awesome” And Dude” Made The Rep Not Credible Read More »