How to Know When to Sell vs. When to Market to Customers
This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Pain. Unique Selling Proposition. Champion. Compelling Event. Key Players such as enemies, sages and blockers. This post talks about the last part […]
Why Focusing on Only One Buyer Will Lose You Sales
This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. We developed this at our first company and called it PUCCKA – the overall methodology is described here. Pain. Unique Selling Proposition. Champion. Compelling Event. This post talks about the “K” or Key Players involved in a […]
The One Key Person That Will Help You Improve Sales
This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. This post is about finding your “champion.” We developed this at our first company and called it PUCCKA – the overall methodology is described here. The “P” stands for Pain or the reason your customer […]
The Biggest Reason Most Sales Campaigns Don’t Close
Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. There are many out there and many books have been written on the topic. I’ve been writing a series on a simple methodology that we used at my first […]
To Sell Anything You Need to Know What Makes You Unique
In my first enterprise software company we developed a methodology for sales that we called PUCCKA, which I wrote about previously. Having a good sales methodology can help you ensure your company runs more disciplined campaigns and focuses scarce resources on your best opportunities. The first post covered the topic of “P” or pain. Simply, this is […]
Identifying Pain in the First Step in a Sales Process – Here’s How
In my first enterprise software company we developed a methodology for sales that we called PUCCKA. This post is about the “P” or pain. The point of PUCCKA was to develop a common methodology to make sure our whole team approaches sales with the same mindset and to give us a language to talk with […]
Why Your Startup Needs a Sales Methodology
Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution. This is a very important to do when you first start a […]
