"Where are you?" my wife said, waving her hand in front of my face. "Where did you go?" Well, to answer her question, I was lost in the labyrinthine paths of a difficult decision I had to make--whether to lay off some of my beloved team members at the tech startup I’m running. I focused for a few minutes on what she was saying, but as soon as she finished, my mind snapped back, like a spring...Read More
I remember the moment I began to envision what eventually became Consensus. I was running my last tech startup, selling B2B software, and I had just finished six straight demos, back to back with no interruption. I was exhausted and thought, "I just did the same demo over and over, except that I modified it on the fly based on prospect input. There has GOT to be a way to automate this!"Read More
I love running our sales acceleration startup Consensus. Having to constantly sprint up the learning curve is one of the things that I like best about being a founder. And reading books to learn from others is one of the fastest ways to improve ourselves and make progress faster.
So here are the five books that I believe will have a greater impact on your success as a startup leader than any...Read More
Like most companies, you probably produce regular webinars of one kind or another. That's great. But I want to share a little secret to how we get qualified sales appointments BEFORE the webinar is even held. In fact, this is how we landed our first deal at Microsoft in just three weeks.Read More
When we launch startups, we wear every imaginable hat possible. Good leaders ask, "How can I do more?", but great leaders ask, "How can I do less?" As startup leaders we do a lot manually (if we're smart) before we invest the time to automate things that are unproven. But as we grow we need to multiply ourselves because we're just not scalable. "If only I could duplicate myself," we think.Read More
How can we leverage the concept of something "going viral" in B2B sales? Isn't this usually a marketing thing? To close B2B sales faster, we need to discover and engage the buying groupmore quickly. To do this, create and send sales content to your key sponsor or champion and they naturally to share with other stakeholders in their buying group.Read More
Ben Cohen (Wall Street Journal), recently wrote an article titled "The Basketball Team that Never Takes a Bad Shot", profiling the Pine City, Minnesota (USA) high school basketball team. He says, "The NBA's most efficient offenses seek out layups and threes. [This high school] takes the idea to the extreme."
Pine City reduces their mid-range shots to only 4.2% of their game, instead taking...Read More
There are a lot of reasons new startups don’t work out: interpersonal bickering among founders, undercapitalization, lack of validation in product market fit, unbridled optimism (a friend of mine calls it “Hopium”), not enough optimism, poor execution, bad decisions due to group think, and the list goes on.
But what do successful startups do that most don’t? Execution. Traction. Progress. In a...Read More
The patented branching demo automation technology that drives CONSENSUS enables prospects to self-select their way through personalized video demo of your product or solution and then sends notifications and proprietary data back to the sales team to give further insights into what is driving the prospect's interests. We call these demo analytics and insights Demolytics®.
Dynamically driven...Read More
I previously wrote that if you don't start thinking like buyers, your close rate will plummet. I said, sparking some controversy, that there are no such thing as complex sales…only complex purchases. To do that we need to get into the mind of the buyer.
So what do buyers care about?
First of all, no matter how big the sale is, buyers are still people. That is the first rule in all of sales is...Read More