Blog
B2B Sales
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
The Hidden Cost of Untrained Salespeople
Untrained reps burn your leads and your reputation, and it is not their fault. Training is the last layer, after the offer, ICP and process are defined.
Startups Fail Without Sales. Always.
The Brutal Truth About Startups: Why So Many Fail and How to Avoid It
Having an "amazing" product isn't enough.
Just because YOU think that you have a great product, does not mean anyone else will.
Complex Sales
Cold calls and email sequences do not open a new country. See how a month of strategy and two ambassadors turned Romania and Moldova into a beachhead.
What's every Salesman's dream? The best-case scenario?
Even a buyer with a burning problem, budget and authority will not close himself. Discovery, the right questions and real listening still decide the deal.
Sales Chain - whom are you selling to - and whom are they selling to?
Before you sell, map the sales chain you are in: who buys from you, who they sell to, and what each link needs in order to make money on your product.
In B2B, your job is to help your buyer sell, not just to sell to them.
This tip is for you. In today's challenging times Sales got more difficult and more complex. Buyers are looking for near-future profit and benefits for their.
Want to hit quota in a brutal market? Sell harder. The sale is still there.
Well, you have two options. You can say that those are hard times, there's nothing you can do.... And give up. OR You can look at the numbers. A huge.
Quality is beating price. Buyers care less about your discount than you think.
Quality is becoming more important than price to most consumers - the majority rate quality as the most important factor when making purchases compared to.
Know, Like, Trust, Buy. Can you actually speed the process up?
That's the process your prospect is going through. Starting from not knowing you (or ever hearing about your product) and all the way to placing an order. Each.
Could you sell spoiled milk to a furniture store? It is the wrong question.
Let's see how good of a Salesperson you are: Do you think you'd be able to sell spoiled milk to a furniture store? If not - what if I'd bring you world's best.
How to reach your target and avoid the fog: build a plan with linked milestones.
Very easy. 1. You build a plan with milestones. 2. Each milestone has several desired outcomes. AND 3. Each milestone has a reference to a desired outcome of.
Robert Herjavec's 5 tips for entrepreneurs, and the one I would pick.
Just in case you DON'T have 3 minutes to listen to Shark Tank's Robert Herjavec (and you SHOULD!), here they are: 1. Look for a problem - and solve it! 2. Ask.
A $200M Israeli exit proves the oldest sales rule: go where nobody else will.
Amazon Web Services just bought an Israeli Start-up, CloudEndure for the above sum. What's the lesson we learn? Since the beginning of time, Sales and Business.
In-store product placement is how brick and mortar beats online.
You can use your store and your location to promote ANY brand - and not just as a POP (Point of Purchase). Though it is known that our days' physical locations.
Sales is storytelling. Even a boring product has a better story to tell.
Now, you might think that your product or service are borrrring..... and they might be. But there is always a BETTER way to tell the story about and behind.
Real leaders improvise. They deviate from the plan and use what is in the room.
Deviate from the plan. Use what's available right there, make new plans, tactics and strategies. Look around - and come up with new usages for your assets.
Behind The News: Russia's Bread & Circus Distraction Tactics.
You might be familiar with the story that Russia was accused of poisoning a defected spy of theirs and his daughter, living in the UK back in March. The story.
How many questions does it take to close a C-level deal? The data has an answer.
But how many? Is it 10? Is it 20? Well, the answer is surprising - and it's based on 30k sales conversations, examined by an AI. This is true ONLY for C-Level.
International Sales, Marketing and Business Development.
I recorded ten short video tips on international sales and marketing, from speaking your client's language to leaving social media and going out.