Coaching tech startups
Seven Reasons Why People Disregard Coaching. And Why They Shouldn’t.
If you’re a startup founder or entrepreneur, you need to be selling. Having a sales coach is probably the best investment you can make in your business.
Companies ≠ Customers
Just as you wouldn’t confuse your job with your career, don’t confuse companies and customers. You might have a list of companies that make up your territory, but it is always the people at these companies that buy. Here’s the simple math: Companies ≠ People Customers = People Over the course of your rich and …
VC Pitches and Customer Presentations
Let’s clear something up. There are pitches to VC investors and then there are sales presentations to potential customers. Do not be confused. They are NOT the same thing. With a VC pitch, you are presenting a consistent, structured story to one or more smart, hardened, calculating and time-constrained people evaluating you by way of …
Big B2B ≠ Everyone
Selling to large enterprises is hard. Sales cycles are protracted and unpredictable. Product requirements will be extensive and demanding. You’re selling to multiple different personalities, functions, agendas. There are purchasing specialists and full-time attorneys on staff. A reorganization can throw your deal into limbo. Or stop it altogether. The inefficiencies and general irrationality of your …