Seriously Don't Do That

In general, most times, how you use something informs how you set it up. Therefore, you should strive to drive people to and through your website. It is also very important to align with your customer’s journey as they go from being aware of a potential problem/pain/challenge to the point where they buy something.

Having an effective website is critical in getting prospective customers and should not be overlooked. A website that is very simple, targeted, has a call to action, chat option, and internal pathways with group content will help you to grow and succeed.

Smaller, founder led companies are always seduced by the allure of big deals. But whether you are at an initial or critical stage, don’t spend all your time fishing for that one big customer or deal.

Early-stage companies always prefer being in ‘stealth mode’ when developing a product. 
However, this is a bad idea because by the time you emerge from the bat cave, someone else who has been in ‘sales mode’ will have taken over your potential customers. 

Part of being a successful growing business is hiring talent and letting them do what they are good at.
However, when it comes to salespeople, it is more advisable to get someone that not only gets you off the launch pad but also helps you develop your own talent. 

Not working for free seems like a no-brainer, right? Not quite! As a growing company, this is a real struggle. Remember, working for free will not win sales.

A demo of your product or service involves investing time and money to put together.

If you’re going to do a demo, understand where your buyer is in their process.

Take the time to find out if your prospect has identified the problems they need to solve

You make a sale because someone has a need for the product/service you are offering.

So, instead of relying on procurement, rely on the person that actually needs and will understand the value (not the price) of the solution you are offering.

Start there!

The statement ‘Don’t pay people for things you don’t want them to do’ might seem obvious, right?
Think about this from the perspective of your compensation and bonus plans.
We all know that they are absolutely critical for recruiting and maintaining good folks in an organization.
However, the adage Compensation drives behavior is true.

It is a common belief that RFP’s (Request for Proposal) are the way companies buy; and to close business, you need to participate. My answer: Maybe, but probably not! There are some organizations (primarily governmental entities) that handle purchases through RFP, but this is more of an exception than a norm.