Doing sales isn’t typically one of the favorite things of most startup CEOs (and by extension, startup founding teams). Certainly they want sales (because sales = $$), but they don’t want to actually do the sales. This is a huge problem for startups. Startup CEOs need to be very close to their prospects and customers […]
Do Your Customers Link Value to Price?
A lot of people equate value with price. The higher the price, the higher the value must be, right? I’ve seen this repeatedly in the B2B world selling software to mid-to-large enterprises. It’s certainly not always the case, but it’s more common than you might realize. And it speaks to the possibility that you can […]