Terminal的动态

The average complex tech purchase involves 14-23 people. The bigger the deal, the more humans you need to influence. Enter multithreading - the art of building relationships with multiple stakeholders within an account. By not relying on a single champion, you can reduce risk, uncover larger deals, and speed up time to closed-won. Learn how to master multithreading and engage the right people at the right time ? https://bit.ly/43gyiED

Arrow Labs, a Field Service Mgmt platform, is a remarkable example of that. Here’s what they did: - Focus on quality growth and repeatable patterns rather than fast growth. - Radically cleaned up millions of $ in sales pipeline: filtering out the noise. - Started focusing solely on deals that fit their ideal use case. - Started saying no to deals that just don't match way faster. - Stopped talking features. Started talking outcomes. To sum up: They acknowledged they cannot please everyone. → Accept that you can't please everyone. → Identify what you need to STOP DOING. → Identify what you need to START DOING. → Plan how you'll execute all these changes. → Implement the changes one step at a time. _________ Ps - there's a link in the comments to my Essay on how to accelerate the B2B sales process in a tough market.

I work with founders without a sales background. Exclusively. And many times there's a reluctance to sell. It's almost as if sales had a bad rep or something??? No, that can't be right. ?? And you know who REALLY hates selling? Engineers. Don't like to bother people, hate calling anyone, think that it's not necessary. "We'll just build a better product bro, just one more feature bro, I promise it will spark PLG bro..." Well guess what? It won't. And PLG is a startup myth, like inbox zero ?? But don't worry, I got you. I've built a technical spec document that shows how enterprise sales really is just systems architecture with people... Let's get swiping → ps no engineers were harmed during the making of this post.

If you first ask a customer's NEED/GOAL, it will make for a much smoother discussion when you share the solution options available. Just telling them what they are doing wrong and what they need to do is going to lead to failed opportunities.

Scam call are super annoying - everyone knows this. The new technology that blocks unknown numbers is great at blocking these calls now and in some cases, can even prevent unknown numbers from texting you! But with new tech comes new problems. If you’re on the search for a new job, you have to remember to turn these things off! You’re not going to have a hiring manager’s number saved and now they can’t even text you to let you know they reached out or leave you a voicemail! It’s a small sacrifice to get a couple of “extended warranty” calls if it means you don’t miss an opportunity to start at your dream job ????

?? Your Feedback Fuels Our Growth ?? At Clearmac, we value every single customer and project, and your reviews help us continue to improve and grow. Leaving a Google review not only helps us better serve you but also allows others to learn about our premium products and exceptional service. Why leave us a review? ? It helps us understand what you love about our products and where we can improve. ? It builds trust for new customers exploring Clearmac. ?It keeps us motivated to deliver the best every time! We’d love to hear from you! Click the link below to share your thoughts and experiences. Your feedback makes a difference! https://lnkd.in/eWm4C3Y7

"Nothing sells you better than your customers' feedback." ?? Client Success Spotlight! ?? I recently had the pleasure of helping Seiont Social get their business off the ground by setting up their email services and sourcing the perfect hardware to meet their unique needs. Hearing feedback like this makes it all worthwhile: "Tyler has been a great help from the start. I needed a new laptop sourced and set up for my specific business needs, and nothing was too much trouble. Super friendly, knowledgeable, and a fast responder, which is always great." When you choose Thorne Technology, you're choosing more than just tech solutions—you’re choosing personalised service, reliable support, and a partner dedicated to helping your business thrive. Let’s take your business to the next level!

My team and investors might hate me for sharing this publicly, but we’re about to take down our biggest competitor. It’s not another B2B SaaS company though. It’s something much worse… the fear of enablement and adoption. Companies don’t want to invest in tools that gather dust. Plus, implementing a tool often costs 2-4x more than the product's sticker price in internal time and effort to get it used. What’s the point of a great product if no one uses it? That’s why our biggest update is all about making go-to-network easier than ever. That’s why I’m in-person in Prague with our engineering team for 3 weeks. Instead of hunting for your next warm deal, Commsor ?? will bring it to you — recommending your next prospect and exactly how to get to them through your network. It’s like having a little GTN assistant working behind the scenes so you can focus on closing deals, not chasing meetings. Because at the end of the day, why go cold if you could go warm? Stay tuned. (and DM me if you want a sneak peek or fun facts about dinos ??)

Two (often ignored) golden indicators of a customer's interest in buying your product. Your validation is not complete without asking these. 1. Are THEY articulating the problem in their OWN words? In a discovery call, ask about the problem without feeding them everything you know about it and let them articulate. Do you get them to articulate their problem enthusiastically? 2. Have they tried to solve it? Ask the question: In the past, what have you tried (internally or using other vendors) to solve this problem of theirs? How much money/effort/energy have you spent on it? If they have not tried solving it, it's not a pain.