Category: Sales

  • Buyer Fear of Change and Risk

    Published On: June 24th, 2019Categories: TEDD Talks

    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

    Published On: January 2nd, 2019Categories: TEDD Talks

    "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

    Published On: December 11th, 2018Categories: TEDD Talks

    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

    Published On: July 30th, 2018Categories: TEDD Talks

    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

    Published On: June 25th, 2018Categories: TEDD Talks

    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

    Published On: July 16th, 2017Categories: TEDD Talks

    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)

    Published On: June 13th, 2017Categories: TEDD Talks

    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?

    Published On: May 15th, 2017Categories: TEDD Talks

    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

    Published On: April 15th, 2017Categories: TEDD Talks

    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

    Published On: March 15th, 2017Categories: TEDD Talks

    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

    Published On: March 15th, 2017Categories: TEDD Talks

    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

    Published On: February 15th, 2017Categories: TEDD Talks

    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

    Published On: February 15th, 2017Categories: TEDD Talks

    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 [...]