Imagine you are a David (a small startup) fighting established Goliaths 10X your size to win a customer 1000,000X your size. As a salesperson – you should make it as smooth as possible for your customer to buy from you, right? No – disrupt their buying patterns to increase your chances of a sale! All…
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With Covid starting as a pandemic & on its way to becoming pandemic, and business rolling out work-from-home policies – it is the season of the webinar – and rightly so. Webinars are the best way to reach out to your B2B (and at times B2C) audience. Here are 3 things to consider while organizing…
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Every sales leader loves looking for that ‘fire in the belly salespersons’ (FIBS). Unfortunately, FIBS is often a lazy substitute for not building a great product that is differentiated well, marketed well but to be magically sold so well that it rakes in all the revenues in spite of the product-market mismatch or past ku-karma.…
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Startup sales enthusiasts are hell-bent on trying to connect with a Fortune 500 CXO to sell. Here is some advice from the LeadStrategus’s get meeting manual: 1. You don’t need to chase the biggest! Find accounts that are buying your category. Using LinkedIn Insights & a bit of analytics pixie dust you can find them.…
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Ditch the Budget & Timeline – focus only on Authority & Need! The one thing that all growing companies look for is to have frictionless & authentic conversations with prospects with a ‘searing pain’ that marketeers could solve. But what is the thing that derails marketeers and demand generation firms as they try to help…
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