Sales Thought Leadership

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 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 […]

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 […]

Here are the areas we covered: Gloria discussed how you generate that initial activity, to drive into sales conversations quickly, while your marketing and stuff are kicking in. Ed explained that as a provider, company, consulting firm, acute analysis of an ideal customer is more important than anything when you’re starting your company. Ed discussed […]

This is part 7 where we discussed the so-called middle of the beginning of sales or how we start the sales conversation. Here are the areas we covered: Gloria sets the table and talks about prep and good doing a great diagnostic. Ed discussed how prep needs to be prescriptive, depending on the deal. Ed […]

Here are the areas we covered: Ed discussed revenue DNA. Gloria explained tech as having a unique place in the market. Ed discussed the role of CFO and CTO in a tech company. Gloria explained about tying up priority results and customer satisfaction to revenues on a tech startup. Ed discussed aligning agility, quick action […]

Here are the areas we covered: Gloria discussed the focus, the discipline, the mindset, and the methodology of revenue. Ed explained the origin of revenue DNA. Gloria discussed how to become a master of revenue DNA, the selling, and the ideal customer prospect. Ed explained how to learn and create your revenue DNA. Gloria discussed […]

Here are the areas we covered: 2:02 There are eight startup sales metrics and each one plays a vital role in every startup. 03:15 Revenue DNA is the reflection of your SaaS business in dealing with the startup sales metrics. 06:19 A business architecture is most likely an organism inside a business that dictates the […]

Here are the areas we covered: 8:10 How many APAC tech companies benefited from your program last year? What does it mean for gaining market share and growth? 10:45 How many High – Tech startups are truly profitable and drive revenues? What’s the formula for those that do? 12:23 How do these startup companies become […]

Here are the areas discussed and the insights presented:: 2:02 The most fired business executive in the United States in America is the VP of Sales of a tech company. 4:17 The formula used by successful software companies in Japan is the same formula that can be used by tech startup companies in the Asia […]