Social Media and the Head Fake of Engagement.

We live in a time of faux engagement - social media has turned things upside down, giving users a false sense of engagement: you can access a lot of information about a prospect quickly and (falsely) begin to feel like you know her. This makes engaging folks to sell to them very difficult; ... [Continue Reading]

The Hybrid Salesperson

Your mostly likely sales hire will be a hybrid salesperson - someone that has enterprise skills, can close bigger deals, run her own demos and draft her own proposals but does most business over the phone and via webinar. She will not travel more than 20% of the time. ... [Continue Reading]

Relationships Matter

Paradoxically, the web and all the information, tools and insights associated with it, has made relationships more, not less important than ever. Your sales team needs to be adept and initiating and growing connections with prospects. ... [Continue Reading]

Forecasting

Forecasting is more art than science, start simple: Salesforce's forecasting tool is, remarkably, pretty straightforward to use. ... [Continue Reading]

Most Marketing Content Sucks

The way marketers write is frequently offputting for the target audience.  Be honest - how much of the content you see in your LinkedIn feeds is worth readaing?  Almost none. ... [Continue Reading]

Market Sizing For the Early Stage Company

Developing credible market sizing is important for your investors, your plans and your sanity (You want to have a good sense of the market you are attacking and manage your own expectations about the same.) There are three ways to do this, which I will describe here, from least to most granular ... [Continue Reading]

Identifying Your Target Verticals

You'll be tempted to chase a bunch of verticals. Do not do this: focus on one or two. More than this, and your sales team will lose its focus. If a vertical is big, you should focus geographically, starting in your own backyard. That way, you can set up a live meeting if you need to without having ... [Continue Reading]

Sales 3.0 – Plus Ca Change…..

 "plus ça change, plus c'est la même chose." ("the more things change, the more they stay the same.) - Jean Baptiste Alphonse Karr Everything about B2B sales have changed in the last 10 years. In some ways, the process is returning to its 20th century roots.  In fact, in some ways, the more things ... [Continue Reading]

Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

Sizing Your Market

You should be able to size your market credibly, using trade data and goverment sources (e.g. the Census Bureau, the Bureau of Labor Statistics), breaking it out into the Total Addressible Market, Serviceable Market and your target market share. ... [Continue Reading]