Understanding your buyer’s journey is critical to managing the sales cycle and folks’ expectation about the same. Get your CEO to think about his/her own buyer behavior – typically she would be cautious about taking on a new technology and betting her business on it. Likewise, your buyer will understandably display caution with something new – the product you are selling.
Hugh Morgan has over 20 years sales, marketing and finance experience working for Silicon Valley startups.
Hugh focuses on marketing and sales optimization for early stage startups.
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Thanks for sharing these pearls of wisdom, Hugh. And for respecting everyone’s time with such short videos!