Podcast

Ed and Gloria discussed how to strategically find people that need your services and start a conversation with them where you are positioned as an expert and can go in leading the conversation. Gloria and Ed talked about preparedness vs. research or analysis and the difference between them, and how to prepare. Ed discussed a […]

This is part four of a four part series where we really are digging a bit deeper into these deals, these little bigger complex deals. Here are the areas we covered: Gloria set the stage and gave a brief overview of this deal and how at an 85% reduction of unit cost our client was […]

This week Gloria set up another complex deal that started on LinkedIn. Our client was a cyber start up and they had interest from a near shore telecommunications company. Then through a series of calls and technical due diligence, the deal moved forward. The vendor had the technology. This company wanted the technology. They reached […]

This is part 4 of a 6 part series that goes through the entire buyer’s journey all the way from market awareness (how you make them aware) to post sale.   Here are the areas we covered:   We have a buyer, they have gone through realizing they have a business problem. They more than […]

  This is part 3 of a 6 part series that goes through the entire buyer’s journey all the way from market awareness (how you make them aware) to post sale. Here are the areas we covered: It doesn’t matter because we all go through the same emotional, logical, and psychological process in order to […]

  It’s easier to sell a client that already knows your good work and provide more value. So today is all about phase 1 or step 1 of the buyer’s journey which is where they need or want something (they know something isn’t right) and they are trying to figure out what to do in […]

  It’s easier to sell a client that already knows your good work and provide more value. So today is all about market awareness and what you need to do as a tech start up or you are a new product in an existing market or new product in a new market to become known […]

  Today’s episode was all about why you need a GTMs and what is included. Gloria and Ed also discussed some statistics on the amount of data that we are inundated with on a daily basis (the equivalent of 213 Million DVDs). No wonder it’s hard to capture attention. Gloria & Ed also talked about […]