Customer acquisition certainly is the goal for business and startup growth. However, if you hire a sales team and charge them with rushing out to sell, you might find yourself falling short of meeting customer expectations. Scaling your business with sales is like painting a room: the prep and priming work you do before you… [Continue Reading]
3 Tips to Scale your Business for Sales
6 Sales Tips Lynn Hidy Learned from Jr High Cheerleading Tryouts
In Junior High School there were two girls I really, really wanted to be friends with (no, I don’t know why). They were both trying out for cheerleading… consequently so did I. The three of us went to tryouts together and were put through the paces. I can’t remember the specifics (perhaps I blocked them… [Continue Reading]
7 Tips for Selling to Techies – Part 1
Have you seen that National Geographic special on Orca, or killer, whales? In the program I was watching, a pod of 40 whales lunched their way through a seal colony. OK, yes, I know, yuck. The older whales were departing for other hunting grounds, except for two young whales that hung back and decided to… [Continue Reading]
Hi! I’m Your Friendly Snake-Oil Salesman
Experiencing difficulty getting appointments with over-booked and over-whelmed prospects? Are folks not clearing out their calendars for yet one more customer discovery conversation for your startup? Perhaps it’s because new customers – the object of your desire – are a bit jaded. Especially by third quarter. They lump anyone asking for their time into their… [Continue Reading]
Responding to RFPs
[Charles H. Green and I collaborated on this jointly-written blog post. It also appears on his Trusted Advisor Blog.] We’ve all been asked to respond to Requests for Proposal (RFPs). Many Requests for Proposal (RFPs) are well written, succinctly-worded, and play an important role in the intelligent procurement processes of well-run companies.While we both know… [Continue Reading]
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