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 […]
Cold emails work, especially if they’re not cold. I got hit up by a start-up founder with a cold email in response to a post I placed on @IndieHackers. It’s worth sharing as it’s a great example of how to to start a sales conversation. “Hi Brendan, I found your answers on Indiehackers quite interesting […]
One of the most basic sales fundamentals is reliability, the simple act of doing what you say you’re going to do. You could also argue it’s the most obvious. (It’s also a rule that translates equally well to most other areas of life.) In two words: Be reliable. Deliver on your commitments. Be on time. […]
I like to think I’ve got sales game, but would have never thought of this. Because I’m not a gamer, so I just don’t have that perspective. Maybe I should. It’s good to be able to think outside the box. Plus, sales golf has never been a big part of my strategy. Too much time […]
Early-stage founders need to be actively selling. It’s a key sales fundamental to understand that having a dual founder/sales role means that the buck stops with you. This means your prospective client knows that you call the shots. They know that you have the authority and can commit. You can say YES. But… there may […]