Rob Fitz’s book, The Mom Test, was recommended by a friend, who is the CTO of a financial startup. It’s essentially a book about sales conversations for startup entrepreneurs. The Mom Test explains to an entrepreneur how to have a conversation with potential future customers; a conversation that truly allows you to validate (or disqualify) your startup idea. In the preview of the book the author says one of the topics he’ll cover is how […]
When you call a prospective client to request a meeting for the first time, the primary rule is, have something useful to say. That’s the legwork that makes a cold call less chilly. […]
Is cold calling a necessary part of being a salesperson? Or should a good salesperson never be cold calling? The battle continues because the answer is contextual. Whether cold calling is useful depends on your situation, your industry and your product. […]
A sales script is a short, rehearsed speech that informs someone about your industry, your company, your product or you. Scripts are useful in client meetings and other situations as well – in a coffee shop, at a party.
You probably already have scripts: those things you say over and over about yourself or your company or your job. They grew organically from having to present yourself or from being asked the same question over […]