Is unproductive IIoT prospecting preventing you from winning customers who would love to work you? Unproductive prospecting habits are a drawback in any business development and sales process. However, curating poor prospecting habits really clogs up an industrial Internet of Things (IIoT) sales pipeline. The complex selling process already is tough enough. Why make things… [Continue Reading]
Unproductive IIoT Prospecting and Your Sales Pipeline
Running a Marathon or Giving a Party?
The start of the New Year business year is like the signal starting a marathon. You have your eyes focused on the horizon, imagining crossing the finish line at 26.2 miles, or at year end. If you are less than a veteran marathoner, you may not be anticipating what the terrain looks like for the… [Continue Reading]
New Sales Simplified is Michael Weinberg’s Passion
Michael Weinberg is passionate and fearless about dragging people and companies firmly into prospecting for new business acquisition. Earlier this year, I met Michael Weinberg at a round-table meeting we both were invited to and realized he was a collaborator in demystifying and simplifying the sales process. Plus he has a killer sense of humor… [Continue Reading]
Prospecting for Customer Discovery
How do you find customers for your new, or existing, product or platform? For entrepreneurs, startups and mature businesses, it takes more than cold-calling to have customer discovery conversations which: 1) validate hypotheses you are testing regarding product/platform and market features and functionality, and 2) identify target customer segments whom you feel are the right… [Continue Reading]
Are You Chasing Around Customers and Prospects Who Are In Crisis Mode?
Have you ever noticed? You only get “that” phone call or email when “they” have a problem. A problem which they probably tried to remedy themselves countelss times before throwing their hands up in the air and calling you. And probably calling everyone else who has been prospecting them, too.. Our current and potential customers… [Continue Reading]
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