The first installement of the Buyer Enablement series covered what Buyer Enablement is, what it entails for both the sales rep and buyers, and what both of their roles are throughout the buying process. Now let's dive even deeper by laying out three common scenarios that B2B sales reps face, and how to approach them from a...Read More
What is Buyer Enablement? Well, first let me ask you two seemingly obvious questions about B2B sales:
Most would answer that the B2B sales team is in charge of selling and the prospect and any accompanying influencers and decision makers (aka the “buying group”) are in charge of buying.
It’s just the opposite. The B2B sales team is in...Read More
"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