To close deals you have to decide which customers are worth pursuing. This set of question is designed to help you quickly eliminate those that do not match your ideal customer’s profile. Also, there is a free downloadable list of sales probing questions to help you think of more questions or use existing ones.
Sales in a B2B startup is less forgiving than the ones happening in a corporate world. You don’t have a brand image behind you and since majority of startups fail – you’re not taken seriously. This article should reveal the most common misconceptions when it comes to kickstarting the sales of a startup and closing vital deals in those early days of a new company.
A lot many businesses end up targeting a very broad market with their value proposition. What they don’t realise is the fact that only a part of that target market constitutes of their ideal customers – the description of whom varies for both the sales and marketing teams. Here’s how you overcome the gap.