Be honest: are you resistant to using the phone in B2B sales? I had an interesting meeting with an entrepreneur whose business sells to large corporations. The founder told me they needed more sales but: “we can’t use the phone in sales.” Most people who know me, personally and professionally, know that I love the phone. So, I’m intrigued to
If you’re a founder, why did you create your business? What was your “a-ha” moment, or did you have a vision statement, “I want to create that,” “I want to change that,” or “I want to do that in a new way?” The “why” is important because it’s the motivation behind and future direction of your business. It’s the fuel.
On Friday we held a “How to Increase Sales (Fast) as a Startup” workshop in Austin, Texas. We’ve written before about how we love Austin — it’s a fun, vibrant community awash with ideas, innovation and an inherently collaborative vibe. Attendees at the workshop included technology entrepreneurs, sales and marketing professionals from software companies, solopreneurs running service-based businesses, and marketing consultants.
Last week on one of our 90-Day Brilliant Sales Challenge coaching calls, we covered the ‘why, who, where, when, how and what of sales.’ This was to help technology entrepreneurs, founders and small business owners to start thinking about the breadth of sales activities. It also highlights a core problem: companies over-complicate their own sales. It can be easy to complicate sales. There’s
How confident are you in your personal earning capacity? At our workshop and training events, we ask attendees to list their main financial resources. There’s a lot of different answers: credit lines and places they can borrow from; investment from equity investors; revenue from a product they know has traction with their target market; salary from their company or employer; dividends
As 2017 gains momentum, how well-planned are your sales? Whether you are a one-person startup, a small founding team, an early-stage venture or a mid-sized business, it’s important to understand your numbers. Here’s some things you should know: – What is the balance on your business bank account right now? (I ask this question at every workshop and event we hold;