Prospect inquiries for a B2B product can arrive in the form of a phone call, a voicemail, an email, a chat conversation, a form fill, or a new record in a CRM system. Regardless of how they arrive, they should be treated as urgent requests that require a rapid, effective response.
Prospect Inquiries Require A Rapid Effective Response Read More »
Prepare for 2025 With Bootcamps on Customer Discovery & Getting More Customers Today, Oct-1-2024, is the start of the fourth quarter of 2024; it is time to close out the objectives you set for this year and start planning how you will grow in 2025. To help you get a jump on next year, we
Prep for 2025: Bootcamps on Customer Discovery & Development Read More »
In a world where bigger often seems better, there’s a compelling argument to be made for the power of starting small.
Starting Small Can Lead to A Big Success Read More »
Startup founders can greatly enhance their effectiveness if they act like a doctor: elicit symptoms, offer a diagnosis, suggest a prescription and provide a prognosis.
In Sales, Act Like a Doctor Read More »
The following passage “Rich Dad, Poor Dad” by Robert Kiyosaki has had me reflecting on “Why Don’t They Teach Sales in College?”
Why Don’t They Teach Sales in College? Read More »
When a firm has a white label relationship they license your product under a different name and provide first-level support.
Q: How Does White Label Work? Read More »
Here are seven tips for taking full advantage of a conference: how to prepare, planning your schedule, effective networking, taking notes, and following up.
Seven Tips for Taking Full Advantage of a Conference Read More »
Brendan McAdams offered an expert perspective on navigating at the startup sales maze in a recent Lean Culture briefing.
Navigating the Startup Sales Maze: Brendan McAdams’ Expert Advice Read More »
We had a good discussion at this morning at Voyager Coffee in San Jose for the Fri-Nov-3 Bootstrappers Breakfast. Here are some key items we discussed and my takeaways.
Key Takeaways from Fri-Nov-3 Bootstrappers Breakfast Read More »
In this podcast, Étienne Garbugli and Sean K. Murphy discuss several proven approaches for how founders can learn sales on the job.
How Founders Can Learn Sales on the Job Read More »
A simple but very useful model we like for the customer buying process is “Understand, Believe, Act.” This post explains what it is and how to apply it.
Customer Buying Process: Understand, Believe, Act Read More »
Customer care is treating your customers with respect and dignity. It requires curiosity and empathy on everyone’s part in a startup.
Land and EXPAND the fasting path to expand your bottom line. A key area where many companies don’t focus as much as they should – is expansion within their existing customers
Land and EXPAND – Recession-proof your Sales and Expand your Bottom Line Read More »
Is this you? You have put their heart and soul into developing your product. You launch your dreams and then nothing…nobody buys
Newsletter Q2 2022: Startup Friendly – Scrappy Sales Framework Read More »
A conversation with Brendan McAdams about what’s involved in drawing a map of the customer organization as part of an enterprise sale.
Drawing a Map of the Customer Organization Read More »
Brendan McAdams and Sean Murphy discuss cultivating luck in business endeavors and relationships.
Cultivating Luck in Business Endeavors and Relationships Read More »
An extract from a highly interactive session with Thomas Ahn at the Lean Culture Meetup on Mar-25-2021 where he answers “what makes for an effective investor pitch?”
Micro-VC / Angel investor Thomas Ahn on the Effective Investor Pitch Read More »
Some people are natural connectors. Sean Murphy is one of those. In this video, he shares one of his secret to network maintenance. He frames maintaining your professional network as counting your blessings. Your network is a long-term investment. It takes the time to nurture and grow your relationships.
Maintaining Your Professional Network Read More »
Lean Canvas Operations is part of a five part series by Ed Ipser where he explains how to use the Lean Canvas and what it is good for.
Lean Canvas Operations Read More »
An enterprise sale is a significant source of opportunity for startups, but it is a complex undertaking with many moving parts and many people involved. This article is the result of a collaboration with Brendan McAdams (@BrendanMcAdams), a sales and marketing professional focused on B2B clients in healthcare.
Why is an Enterprise Sale So Complex? Read More »
