Creating the future of startup sales
With 5 hidden tactics showing what to do to help your sales teams. In California, in 1979, a group of engineers & execs from Apple led by Steve Jobs visited PARC, a XEROX R&D lab. It was there that Jobs saw the mouse + breakthrough innovations. “It’s good that they showed us because the technology […]
7 Reasons Sales Reps Fail to Close Deals Learn the “whys’” and see how to fix this so you bring in more viable opportunities and deals. I’ve had the privilege of hiring, training, & selling with 1,000’s of sales reps. It’s a mentally & emotionally demanding job. From the eyes of technology B2B buyers, 2/3 […]
5 hidden reasons why winners win & 95% of startups fail.What are Top-Down sales?Top-down sales are where outbound, sales, demand marketing, and strategic marketing use highly personalized, ABM-style targeting to, access, nurture, & engage Sr. executives or C-Level. It’s in the #1 most successful sales book ever published, “How To Win Friends And Influence People” by Dale […]
The R.A.O.D Map To Cash Flow is the ONLY Business Outcomes platform specifically made to sell to the C-Suite at Enterprise accounts. Comprised of three layers, it aligns the “Vendor’s SaaS or Technology offering” with an Account’s “Business (operations) layer”, and the Account’s specific Executive Pain. The resulting insights are how much “cash flow” will […]
3 Reasons Tech Startups Fail & What Founders Must Do To Survive Practically every tech founder has a strong opinion, but… Many of the leaders globally express a strategically driven, data-driven response here. Covid was responsible for the 21st century’s greatest surge in entrepreneurship producing the #1 greatest year in startup births. – This led […]
How To Move Consultative Selling from 10 to 100 Percent Overnight Learn 5 Action Steps to quickly move you up the food chain, by Competing in massively over-crowded global markets for high-quality sales opportunities is exceedingly difficult and burns cash. Reaching decision-makers burdened with information overload compounds this impact. It further burns up your selling […]
Why We Buy Products Connected to Place, People, and Past* It’s crazy how this hurt thousands of startup growth. It’s how B2C sales have pervasively impacted how we sell Enterprise B2B deals = the B2BB2C paradigm. eCommerce behavior has accelerated the merging of B2C and B2B industries with few barriers between them. They co-exist even […]
How 1.35M Startups Add To The Noise (1361 LinkedIn views) It’s even more telling today. WHY? ❗ Danger ahead. ❗ That means most to all want larger deals and sell to mid-to bigger companies. They sell to the Fortune 1000! The FORTUNE 1000 has 15+ exec buyers or 15,000 people. Does that mean there are […]
How To Penetrate the US Market as a High-Tech Startup While the US market has changed in the past decade, it drastically went through sharp transformations in the past year. Ten years ago, tech companies would need to have at least millions of dollars in yearly revenue to penetrate the global market. This situation later […]
