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#17 — What Founders Need to Know to Scale Their Sales - Peter Strohkorb
Like to learn the secrets of selling that have helped mid-market companies on 3 continents add multi-million dollar deals they didn’t think they could win? Over the last 20 years Peter Strohkorb has discovered what has changed with buyers and how organisations need to adapt.
You’ll love hearing in this episode Peter’s views on the problems with the current sales funnel, what “Smarketing” is and why it matters and what to do when someone asks you to “send them a proposal”. And that’s just the starting point.
Here’s What We Cover….
03:34 – Peter’s Career Journey and Genesis of His Philosophies
09:24 – The Origin of the Sales Funnel Most People Still Use
11:57 – Problems with the Current Sales Funnel Model
17:08 – What Are Lean Forward Moments
19:34 – What to Today’s Buyers Expect
21:31 – What Language to use to Create Lean Forward Moments
23:16 – The Challenge for Startup Founders
27:54 – What is Smarketing and Why Does it Matter
29:38 – Other Mistakes Made in the World of Sales for Start-Ups
34:50 – To Think About Competitors, or Not?|
37:16 – From Adversarial Relationships to Informed Buying Decisions
39:58 – What to Do When Someone Says “Send Me a Proposal”
43:11 – How to Deal with Pricing Objections
46:59 – How to Sequence Building Up a Sales Function
54:09 – Manage Sales First
55:41 – Metrics that Matter
57:49 – Analysing the 90% You Don’t Convert
1:02:40 – “How Buyer-Focused Is Your Sales Funnel” - Free Diagnostic Assessment
------------------------------------------------------
If you got value from today’s episode, please remember to:
1. Rate and review us on Apple Podcasts
2. Register to be the first to know when new episodes drop and free tools are published at www.scaleupspodcast.com, or
3. Drop us a question about scaling using Speakpipe on the website, or email [email protected].
Follow us on your favourite socials:
ScaleUps Podcast on LinkedIn: https://www.linkedin.com/company/scaleupspodcast
ScaleUps Podcast on Instagram: https://www.instagram.com/scaleupspodcast/
ScaleUps Podcast on Facebook: https://www.facebook.com/scaleupspodcast
View all episodes
By Sean SteeleLike to learn the secrets of selling that have helped mid-market companies on 3 continents add multi-million dollar deals they didn’t think they could win? Over the last 20 years Peter Strohkorb has discovered what has changed with buyers and how organisations need to adapt.
You’ll love hearing in this episode Peter’s views on the problems with the current sales funnel, what “Smarketing” is and why it matters and what to do when someone asks you to “send them a proposal”. And that’s just the starting point.
Here’s What We Cover….
03:34 – Peter’s Career Journey and Genesis of His Philosophies
09:24 – The Origin of the Sales Funnel Most People Still Use
11:57 – Problems with the Current Sales Funnel Model
17:08 – What Are Lean Forward Moments
19:34 – What to Today’s Buyers Expect
21:31 – What Language to use to Create Lean Forward Moments
23:16 – The Challenge for Startup Founders
27:54 – What is Smarketing and Why Does it Matter
29:38 – Other Mistakes Made in the World of Sales for Start-Ups
34:50 – To Think About Competitors, or Not?|
37:16 – From Adversarial Relationships to Informed Buying Decisions
39:58 – What to Do When Someone Says “Send Me a Proposal”
43:11 – How to Deal with Pricing Objections
46:59 – How to Sequence Building Up a Sales Function
54:09 – Manage Sales First
55:41 – Metrics that Matter
57:49 – Analysing the 90% You Don’t Convert
1:02:40 – “How Buyer-Focused Is Your Sales Funnel” - Free Diagnostic Assessment
------------------------------------------------------
If you got value from today’s episode, please remember to:
1. Rate and review us on Apple Podcasts
2. Register to be the first to know when new episodes drop and free tools are published at www.scaleupspodcast.com, or
3. Drop us a question about scaling using Speakpipe on the website, or email [email protected].
Follow us on your favourite socials:
ScaleUps Podcast on LinkedIn: https://www.linkedin.com/company/scaleupspodcast
ScaleUps Podcast on Instagram: https://www.instagram.com/scaleupspodcast/
ScaleUps Podcast on Facebook: https://www.facebook.com/scaleupspodcast
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