ConnectAndSell
Scott Hawksworth, sales and marketing director at Soar Payments, begins this podcast interview with Chris Beall, CEO of ConnectAndSell, with this observation: “Sales isn’t easy to do, no matter how good you are at it.” Chris agrees, but then explains…
It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in Geoffrey Moore’s classic book, Crossing the Chasm, and…
B2B companies don't seem to last long these days for two simple reasons: It keeps getting easier, faster, and cheaper to attack incumbents with new offerings -- a consequence of Marc Andreeson's prescient claim that "software is eating the world."The…
The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: To create new opportunities, usually in the form of scheduled meetings with the right people in targeted market…
In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with the questions, “Can this sad story…
Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, really. Businesses are generally conceived of as static…
How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list of 1,000 hypothetical decision makers from ZoomInfo.…
In sales, we have long had the notion of a territory, granted as a kind of fiefdom to a salesperson willing to mine it for us. The notion is fundamentally feudal, but still congenial for a certain type of person…
In Part 1 of this two-part blog series, I made the claim that sales headcount is not a growth constraint for most B2B companies. This claim must, of course, be wrong. How do I know I’m wrong? Because the entire…
While there is variety in the business-to-consumer world, it is nothing compared to B2B. The reason is that there are only so many kinds of human consumers (I’ll leave our cats, dogs, pigs, and weasels out of this one!) constrained…
