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2x startup Founder & CEO who has gone to the Dark Side of VC. His first company, BuildOnline was sold in 2005, his second, Koral was acquired by Salesforce.com and became known as Salesforce Content, while Mark served as VP Product Management. In 2007 Mark joined GRP Partners in 2007 as a General Partner.  He focuses on early-stage technology companies, usually looking at Series A investment, and blogs at the aptly titled Both Sides of the Table.

3 responses to “Identifying Pain in the First Step in a Sales Process – Here’s How”

  1. The Biggest Reason Most Sales Campaigns Don’t Close : CloudAve

    […] The first post covered the topic of “P” or pain. Simply, this is identifying a customer need that has economic value to them if they can solve it. This solves the customer question, “Why Buy Anything?” […]

  2. The One Key Person That Will Help You Improve Sales : CloudAve

    […] The “P” stands for Pain or the reason your customer needs to implement a new product. […]

  3. Why Focusing on Only One Buyer Will Lose You Sales : CloudAve

    […] Pain. Unique Selling Proposition. Champion. Compelling Event. […]