Here are the three tactics I use to recover a deal on the verge of collapse. They apply to raising capital, hiring and partnerships.
Calculating Life Time Value and how it relates to fun help to work out which customers to development. More importantly, it's a good circuit breaker.
The subtle but essential question that rarely gets answered is how should my team participate in the purchase process?
If you can attend a conference AND sell, network and learn (in that order), then go but go with a plan to maximise ROI.
Don’t underestimate the importance of great sales and business development leaders. And never underestimate how difficult they are to hire.
Here are the six battle-tested steps to use when repairing customer relationships.
It’s a mistake to think that a startup is a small business. One has limited growth potential. The other does not.
When a startup cracks to sales code for their target market, sales processes can scale. The only issue is that most sales operations leave value on the table.
Increasing the speed to YES or NO in sales helps you learn to make the pitch and product better, quicker. Here's how I do it.
The beginner mindset is an essential belief system for entrepreneurs. It’s equal parts naivety, courage and vision and underpinned by how quickly an entrepreneur can learn.
Selling is the art and science of convincing people to act. Here are the 12 truths that turn reluctant salespeople into sales ninjas.
Startups often face a real conundrum when trying to align incentives to land a strategic partner. Here's how to approach and solve this issue.
There is never an advantage to be gained from trashing a rival. The future is never certain and you might end up with working with a competitor
The moral of this story is that you can reach just about anyone online. Learning about the titans in your industry has never been easier but connecting with them comes down to value and the 51% rule.
Here's what I've learned after pitching investors over 700 times and running more marketing campaigns than I can remember. For every new business model you should expect to be told 'no' 500 times before you make your first dollar of monthly recurring revenue.