It’s critical to know your customer. What do they care about? What’s on their top 5 list? What do they do about fixing those things? What alternatives … [Read more...] about Getting to know your customer (AI version)
Spearfishing vs shotgun
I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and … [Read more...] about Spearfishing vs shotgun
Make time for sales “magic”
“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something … [Read more...] about Make time for sales “magic”
Account Executive Inc.
If you’re an AE, I recommend appointing yourself a small business owner. Just like most small business owners you probably feel like you have no … [Read more...] about Account Executive Inc.
Go through the motions
In sales we need to go through the motions. Our buyers are “frazzled” as Jill Konrath says. Even if you use social selling techniques that … [Read more...] about Go through the motions
Disrupted, Not Derailed–Your Pipeline in the Time of Covid
This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment … [Read more...] about Disrupted, Not Derailed–Your Pipeline in the Time of Covid
