Enterprise startup sales
Sales

Enterprise startup sales in new markets: How, where and when to target

I had dinner last week with a client’s vice president of sales and the company’s US sales manager. We met over a steak and a glass of wine and the conversation was one of my favorite subjects: how to plan and grow sales in new markets. Planning and sizing sales teams for growth in new markets and new territories can present

Read More »
Ask For The Sale
Sales

Do you ASK for the sale (or just scatter breadcrumbs)?

Are you comfortable to ask for the sale? This is a common problem. You have an amazing product, service, skill or expertise to share with your prospects. You speaking with relevant prospects.  But do you then move the conversation to the point where you ask for the sale – or do you just leave breadcrumbs, and almost expect the prospect

Read More »
Closing Enterprise Sales
Sales

Sales Hacker: Closing enterprise sales

Recently I was a speaker at Sales Hacker 2017 where I presented alongside Adobe, Vidyard and Ericsson on: ‘How to Close an Enterprise Sale.’ There are many things that you can say about enterprise selling. It’s complex, with many moving parts, is a team sport, it demands understanding of different perspectives and motives, and requires a willingness to work with

Read More »
crowdfunding history
Crowdfunding

Crowdfunding: a very human approach

Crowdfunding is a powerful tool. It unlocks opportunities, enables news products to reach interested buyers, solves problems, drives business models, and creates customers, supporters and fans. Crowdfunding is a very human way of doing business. As with crowdsourcing, the notion of sharing concepts to collect ideas or to solve a problem is a very human behavior. We all instinctively know that

Read More »
crowdfunding challenges
Crowdfunding

Crowdfunding: ‘Yay!’ and ‘Eek!’

Rewards-based crowdfunding ( think Kickstarter or Indiegogo) offers a fresh avenue for raising funds and gaining visibility. As with any first step on a path with so much potential, there are plenty of things to be excited about, but also things that may scare you a little. Here’s a short summary of some of the ups and downs, or the YAYs!

Read More »
crowdfunding campaign testing
Crowdfunding

Crowdfunding caution: Throwing your idea to the crowd before testing

A note about crowdfunding campaign testing. Crowdfunding concepts can be wonderful things that seize moments, spark imaginations and capture the zeitgeist. But let’s face it, they can also be flawed imaginings that miss the mark, fail to float and sink without trace. One of the pitfalls of crowdfunding can be that many of these ideas – wonderful or otherwise – are

Read More »