Five Mistakes Tech Startups Should Avoid
In the fast-paced world of tech startups, innovation and disruption are the name of the game.
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Oct 25
Why is your client interested in your competitor?
It is critical to obtain this information to see if/how you might navigate around this challenge.
10
Oct 17
Grow your business by promoting your wins
How are your wins (and value for your customers) being promoted in your customers’ organizations? Are they promoted at all?
30
Oct 11
Feel confident in your next presentation
How many presentations have you done in the past few months? What kind of grade would you give yourself on how they went?
30
Oct 5
Easy for clients to place 1st order?
How does the client’s buying process work? Up to what amount can your client contact spend before requiring additional approval? This info
00
Sep 27
Got issues you cannot control?
We all face many challenges in our selling effort. Some issues you cannot control (e.g. supplier, technology, weather).
30
Sep 18
Getting your client to drop your competitor
Trying to displace a competitor? It can be a tough task. Incumbent providers have an advantage unless their performance is horrible...
40
Sep 13
Ramp up your pipeline quickly – brainstorm with a mentor!
Sometimes ideas for new opportunities to pursue are easier to identify than you might think…
20
Sep 9
How do you define a “Qualified Opportunity”?
How do you know if you are on a good track toward closing a deal or at least gathering the necessary information?
20
Sep 1
Wondering what to charge?
Totally guessing is not a great option...so getting some feedback from potential clients is valuable. How you approach obtaining this input
80
Aug 27
Learning about competition from your client?
There is a fair chance that your contact either was involved in selecting the incumbent provider and/or works with them.
50
Aug 16
Preparing questions for client calls?
Before meetings with clients, do you prepare questions you want to ask by writing them down or are you trying to keep it in your head?
60
Aug 9
Increase your sales - understand your customer’s customer
You can separate yourself from competition by taking your game up a notch. How? Learn about your customers’ customers.
80
Aug 2
Multiple contacts in deals you pursue?
Multiple contacts in deals you pursue? How often do deals you pursue involve multiple contacts? It can be a lot to keep track of.
80
Jul 24
Your client’s REAL view of your meeting...
Your client’s REAL view of your meeting...
Have you wrapped up a client meeting thinking it went well (or it was a mess) and found out late
60
Jul 17
How to start client meetings
Either before or near the beginning of the meeting it is good to share an agenda you have in mind. How to get the agenda to work for you
130
Jul 10
Practicing before reaching out?
Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?
40
Jul 5
Shortening time to close deals
Your client is interested in working with you. The overall vibe is good. Now they ask for some information. Your job now...help them help
110
Jul 1
Identifying the best time to contact customers/prospects
Identifying the best time to contact customers/prospects. Some creativity and planning will have you successfully reaching key customer cont
190
Jun 23
Send proposal ahead of the presentation?
Send proposal ahead of the presentation? One approach does not fit all situations. Some ideas that can help you decide how to proceed…
110
Jun 14
How do you introduce your business?
Many times when you meet someone who asks “what do you do”, they do not want to be “pitched”. A more comfortable approach...
310
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