Qualifying prospects for SCALE
Earlier in his career, Jeff Hoffman, cofounder of Priceline.com, met with prospects to become their companies’ vendor. While developing his sales team he realized something important about a prospect’s likelihood to buy based on how long decision makers have been in the role at their company.
Turns out if they were there 1-3 years they were too new at their company to be rocking the boat getting a new vendor so they were likely to say No. Minus 10 pts.
If they were there 15+ years they didn’t care enough to take the risk. Minus 10 pts.
But if they were there 5-7 years they were in the sweet spot to make a major vendor change decision and bank on the win for the new long term business relationship. Plus 10 pts.
Sales velocity happens when you identify the people who love your product right away and tell their friends about it.
I quit drinking
Alcohol didn’t contribute much in my life. It took time away from my family. It was time.
My smartphone will probably be next.
I am the Ai Marketing Guy
I now own https://marketingguy.ai. For the time it redirects to my company’s website although I plan to build a brand around this. Do you have any thoughts for this brand you’d like to share? I’m all ears.
Alien mummies (I just discovered this)
I’m coming late to the party but I just heard about the discovery of alien mummies in Peru. Do you think they’re real? Faked recently? Or faked 1,600 years ago? Read more here.
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