We're back again talking about things your shouldn't do on a sales call. This time, it's Bob's list. In this very quick 8 minute chat, Brendan and Bob talk about a few more things you should make sure you're not doing when y…
Who makes the call? Who has the final say in a purchasing decision? It's not always easy to figure that out. But there are things you can do, and questions you can ask. In this 8 minute chat, Brendan and Bob talk about figur…
We often talk about what you should do when you're selling. Not today! This time, we've got a list of simple things you shouldn't do in a sales call. And they're all very actionable and applicable. And we hope you're not doi…
Everyone makes mistakes. (And truthfully, if you're not making mistakes... you're not trying hard enough.) So, what do you do when your mistake affects a customer? You need to act. But a mistake can be an opportunity. In thi…
Things are about to get harder. We're seeing some worrisome signs in the economy...and it's a signal that you can't choose your timing, but you can increase your chances of success. If you're prepared. And being effective at…
One of your best sales tools is the feedback you get from your current customers. But are you actively collecting those testimonials? Brendan wasn't... and he and Bob discuss the resistance behind this. And what changed. And…
The best way to have a great sales call is to start by having a great sales call. At the beginning... in the first five minutes. Because first impressions matter. And establishing credibility and rapport and momentum all mat…
Brendan is just back from the Indy 500...and it was awesome! In this quick ~7 minute chat, Brendan and Bob talk about the parallels between being a race car driver and a startup founder. And there are a few. To learn more ab…
Conferences and other in-person events are starting to come back. And with it, the fear of being alone in a crowd or striking up a conversation with a stranger. In this quick ~12 minute chat, Brendan and Bob break down how t…
It's a fact... Finding a good salesperson is hard. Seemingly impossible sometimes. And it is one of the reasons that founders need to develop some sales horsepower of their own. In this quick <9 minute chat, Brendan and Bob …
It's easy to say Yes... but at some point you run the risk of becoming overwhelmed. Do you have people you can turn to and get the blunt, unvarnished but thoughtful feedback you need? And where do you find those people? In t…
Failure can be demoralizing. And discouraging. And cause you to want to go back to your shop and just build new features. But it doesn't have to be that way. And maybe it's all about perspective. In this quick <9 minute chat…
One very reliable way to find new B2B sales opportunities is to talk to people down in the trenches. It's down in the inner workings of the business where the difficulties lie, where the inefficiencies are rampant, and where…
We're all quirky. And we all do things differently. The key is to recognize it and then come up with workarounds. This is a super short cha (~ 5 min!) t about how it's not about being perfect... It's about being aware and op…
Sales success is heavily reliant on an effective client discovery process. You need to be able to ask the right questions, listen intently, and get detailed answers in order to qualify the opportunity and the client. So what…
Your customer wants to talk, and they want to be heard. So be efficient. Answer questions quickly, succinctly, crisply. Don't waste time. Salespeople want to talk, but so do customers. So... let them. Brendan and Bob cut to …
This is a quick one... As a founder that sells and wants to grow your business, you need to be efficient and focus your skills on what you're good at. And you're probably not good at everything, right? In this super short ep…
You can't remember everything, so you need to be able to take notes. But how do you do it without taking your attention away from your customer and the conversation? Brendan and Bob spend a quick 16 minutes discussing simple…
A really good sales call should lead to the next step. But to make that happen, it takes planning and preparation. In this quick 10 minute episode, Brendan and Bob talk about how you can make the most of a sales opportunity …
Brendan just finished up running the AccelerateBaltimore program for 2022. And a good accelerator can be a great way for an early-stage startup to jump-start their momentum, develop important entrepreneurial skills, and begi…
Sales has lots of steps, plenty of follow up, and all sorts of details and paperwork. So...How do you keep track and stay efficient? Try a few simple checklists. Atul Gawande's book, The Checklist Manifesto , got us thinking…
You need to present a proposal to your customer. Do you have a plan? What do you intend to include? How are you handling pricing and terms? In this concise 14 minute episode, Brendan and Bob talk about the key steps and stra…
Early in the life of your start up, it is easy to delay talking to customers. There's a natural tendency to focus on designing and building and fundraising...and everything other than sales. But that's a bad strategy. Instea…
A lot of sales is a lot of simple stuff. Basic practices. Fundamentals. It doesn't have to be complicated. And those little things are easy to do. And they add up. In this very quick 12 minute episode, Brendan and Bob list a…