Take the Coffee!
Let’s get tactical for a moment. You’ve just arrived at prospect’s office for an in-person meeting. You tell the receptionist that you’re here for a meeting and he asks if …
Your 4th Feature Killed The Deal
Avoid long, boring sales calls that lead to “Closed Lost” opportunities by realizing that a feature blast is the quickest way to kill a deal.
Losing the Time of Possession
In the NFL, you want to win time of possession. In sales, you want to lose it. But what does that really mean, and how do you do it?
Three Failures of Willingness to Pay
Pricing is an important issue that needs to be considered early and often in start-up companies. But when it comes time to hit the ground with it, many entrepreneurs make a critical mistake: conducting a willingness to pay survey. The survey may be easy to do and appears to provide information that will help your business make pricing decisions. However, beneath a willingness to pay (WTP) survey are three assumptions, all false, that will cost you money.