Category: Sales

  • Buyer Fear of Change and Risk

    Many entrepreneurs believe that selling the features, benefits and ROI of their product will be sufficient for their success.  While this is often true, it [...]

  • When Only the Founder/CEO Can Sell the Product

    "Only I can sell my product" Early-stage company growth stalls for many reasons. Many companies falter at the scale stage of development (going [...]

  • Conducting a Sales Audit To Improve Sales Performance

    Entrepreneurs who lack a sales background (most entrepreneurs) often do not fully appreciate all of the things that need to be in place before a [...]

  • The Importance of Simplifying Complexity

    If you can’t explain it simply, you don’t understand it well - Albert Einstein As an entrepreneur, you are always selling…prospects, customers, employees, [...]

  • 12 Critical Questions Your Distribution Partner’s Sales People Have

    Not everyone automatically “gets” your product. That’s a pipe dream. When selling through a distribution partner, you need to make sure that you address the [...]

  • Buyers Fear Change and They Hate Risk

    Many entrepreneurs want to disrupt their markets.  They want to revolutionize their industries. They want to provide a radical change in the way a problem [...]

  • Things That Frustrate CEOs About Sales (and Marketing)

    Many entrepreneurial CEOs are frustrated by sales (or the lack thereof). And, once they hire a sales resource are often frustrated even more by sales, [...]

  • Is Your Sales Forecast Credible?

    The sales forecast is the most important document you can produce on a regular basis.  And, for most companies, is the lifeblood of the organization. [...]

  • Metrics That Drive Your Business

    SaaS organizations should strive to be metrics driven.  They should want to understand these metrics and manage their businesses to them.  But there are many [...]

  • The Statement of Work

    A key document (and also step in the sales process) for B2B organizations is the Statement of Work or SOW.  This is a document that specifically [...]

  • The Sales Forecast

    One of the most critical documents and processes in a company of any stage is the sales forecast.  This is a document that highlights the [...]

  • The Partner Portal

    Many organizations wish to have other organizations (partners) sell their product for them. When trying to establish sales or distribution partnerships, it is important to [...]

  • Lead Generation – Putting The Cart Before The Horse

    Putting the cart before the horse. It is an old idiom and means doing things in the wrong order or sequence. Many entrepreneurial CEOs do [...]