pen
-
Everyone knows the cheesy interview challenge. “Sell me this pen.” Show me how good you are at sales. The instinct is usually to start selling immediately. Beautiful design. Smooth ink. Comfortable grip. Reliable. Premium… Basically the pen equivalent of reading a datasheet out loud. But that misses the entire point. Before selling the pen, understand…
-
If you end the call like this: “Do you have any questions?“ It sounds polite. It feels professional. It is also one of the easiest ways to lose momentum. The moment you ask that question, you hand control back to the buyer. Now they stop thinking about moving forward and start searching for reasons not…
-
Imagine someone offered you a choice. £1 million today. Or a coin flip for £20 million. Most people take the guaranteed million. Despite the other option being worth virtually £10 million. Because certainty feels better than possibility. Your buyers think exactly the same way. Every sales deck compares you with competitors. Very few compare you…
-
I keep seeing articles saying cold email is dead. It reminds me of Oscar Wilde’s famous line: When a man is tired of London, he is tired of life. I’d rewrite it for marketing. When someone says email marketing is dead, they are probably out of ideas. Email is not dead. Bad emails are. Nobody…
-
How to get more leads? Fewer people ask a better question. “What would make someone stop scrolling and tell a colleague?” That is where leads come from. Not another ebook. Not another “Top 10 Cybersecurity Trends” post. Do something worth talking about. Build a free tool. Publish original research. Create a benchmark everyone references. Launch…
-
YES, channel strategies start with the company. Margins. Tiers. Rebates. MDF. Targets. Important? Absolutely. But there is something more important. A real person is selling your product! Not a logo. Not a partner account. A human being. Someone who already has 50 products in their portfolio. Someone who has quarterly targets. Someone who gets calls…
-
Do not treat product changelogs like documentation. A place to dump updates nobody reads. That is a mistake. A good changelog is one of the strongest go to market assets a software company has, especially in cybersecurity where buyers constantly ask the same silent question: Is this product alive? Release feeds answer that without a…
-
You may have heard of the Pet Rock. A literal rock in a box became a phenomenon. Not because the rock was special. Not because it solved a problem. Not because the materials were premium. It sold because the story was brilliant. Packaging. Humour. Novelty. A feeling that buying one meant you were in on…
-
The main idea is: Discounts Don’t Close Deals. Internal Wins Do. Discount is not the magic button. Deal slowing down? Cut the price.Need momentum? Offer a special rate. Sometimes it works. But not for the reason people think. A discount is rarely about saving money. It is about giving someone inside the buyer’s company a…