5 Reasons Your Salespeople Can’t (But Should) Be Successful.

You’ve hired and fired your fifth salesperson and you swear you’re done with Salespeople altogether. You’ve heard about companies going “100% inbound”, but it seems like a big black box… all you know is that it’s sounding pretty good right now! It’s easy to fall into a trap of thinking… Your reps…

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What’s In Your Sales Stack?

2016 has been described as the year of the “Sales Stack”, but what does it mean for your sales team? Pretty simple – there is a suite of tools available to make your life infinitely easier, while making your team more efficient and effective. You just have to put them together. A…

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The power of the Micro-Yes. A guide to Modern Sales & Marketing

Over time as you get those yes-es from your leads, you are developing a relationship and building trust. Let me give you an example. I have an 11-year old daughter, Bailey, that intuitively understands the value of the micro-yes. It’s something she (and many other kids) seem to know from birth. Here’s…

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Why Early Adopters Are Essential to a Full-Stack Startup

The full-stack approach to building a startup is the idea of being a game-changer rather than fitting into an existing market. To do that, you have to begin with the end in mind — thinking through every element during the build, including your plan for revenue and acquisition. How will you acquire early adopters?…

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How Successful Prospecting Can Ruin Your Company

I had an entrepreneur once ask me to help him increase the top of the funnel. “I need the revenue to help fuel the development of my new software product,” he said. He had already experienced some success selling an event-based product, and if he could replicate that success a few more…

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Letting Go of Sales as a Founder

How To Do Less and Sell More I think it’s safe to say that all startup founders want growth. They want to increase sales, whether that’s selling to more customers, selling more products or any combination therein. There are a lot of reasons an entrepreneur may feel like their sales have plateaued…

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LinkedIn Groups All Entrepreneurs Should Join

A recent post provided tools to help startup leaders stay focused. The post acknowledged how distractions, like social media, can take precious time away from building a viable business, yet every entrepreneur should be continually networking. That’s why I advocate limiting participation in LinkedIn groups, entrepreneurs and established companies, to only a…

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8 Building Blocks of Your Startup Revenue Machine

The Revenue Machine Your startup is a Revenue Machine. The most successful ventures can be measured by the amount of revenue produced in relation to the efficiency with which it was produced. Once you view your startup as a machine, you’ll start to make much simpler and more effective decisions. A Revenue…

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Three tactics to shorten the sales cycle

Demonstrate to the buyer that engaging with you as soon as possible will save them money, build a Buying-Process timeline collaboratively, and demonstrate your value immediately. This post should really be titled “Three Tactics to Shorten the Sales Cycle ONCE You Have a Qualified Lead” because without a truly qualified lead, you…

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