One of the reasons why I love B2B is that products with predictable and calculable ROI literally sell themselves. For a large company, buying a solution that saves $500,000 a month is a near no-brainer. However, it’s not because your company helps save $6M a
Whether or not you’re able to quickly map buying influencers, remember that someone always plays the roles of the economic, technical and user buyers in B2B. Maybe a single person plays all roles in a small business, but those influences can always be found. Mapping
“Selling only to engineers is like nerd-to-nerd selling, and it doesn’t usually work. You can get stuck in endless cycles of non-decision.” – Ken Morse, MIT Entrepreneurship Center Founding Managing Director, 1996-2009 In every organization, you’ll find gatekeepers actively trying to block sales. A gatekeeper
The best salesperson is the founder. Others won’t have the passion for it. – Bill Aulet, Disciplined Entrepreneurship author and Serial Entrepreneur There are different types of salespeople. There’s a kind that sells a clearly defined product following an established process, and then there’s another
When looking for your first few customers, one of the things that your pitch should help reinforce is the credibility of your startup. It should be perceived as reliable and dependable. Although some entrepreneurs sell pilots without committing to a strict deadline, demonstrating reliability is
Selling in mid- to large-sized businesses is never as straightforward as selling to small businesses. Closing a sale with large organizations often means convincing a group of stakeholders–the decision-making unit or “Jury” in the terminology of The MIT Entrepreneurship Center–to fire their existing solution, and
Selling in mid- to large-sized businesses is never as straightforward as selling to small businesses. The MIT Entrepreneurship Center uses the term “Jury” to refer to the group of stakeholders that must get involved in B2B customer development. Example of a Jury Map As we
