Do You Want Fries With That? Wholesome Upsell Techniques That Drive Expansion Revenue

When I was building my company, Flowtown, I remember one of our potential investors talking about Expansion Revenue. I thought “Uhh… okay. What the heck is that?” You don’t wanna learn about this stuff FROM potential investors. Staring at them wide-eyed when they outsmart you doesn’t exactly scream ‘good investment’. But now I know how to use upselling to increase customer retention and leverage Expansion Revenue. It makes a real difference. I’ve used it in my own businesses and now

5 Steps to Having Your Newest Sales Rep Closing Deals Better & Faster

In my career, I’ve hired dozens of salespeople… and I made some big mistakes when I did. Expensive mistakes. In my 20s I hired a guy and paid him $80k salary and all he did was talk about how he was going to close big deals… without ever doing it! For a whole year, this guy promised me the world and delivered absolutely zero value. And I actually paid him for it! Compare that to now: Last week I hired

5-Step Enterprise Sales Process: Learn How to Navigate Mammoth Deals Like a Pro

I was 24 when I closed my first enterprise level SaaS deal. I had recently started Spheric Technologies and decided to go straight to the heavy hitters. We’re talking Fortune 500 companies like Johnson & Johnson, American Express and Procter & Gamble. (guess the JFDI ethos was alive and well)  ;-) And while I had an amazing team of coaches and mentors around me (and an endless supply of Grade A boldness) to carry me through those early deals, they

6 Filters to Qualify Your Leads And Never Waste Time With Non-Buyers Again

Not all leads are created equal. Even if you’ve dialed in your ideal customer profile and built out your distribution channels to only attract the perfect prospect… ...you’re still gonna have to implement systems and filters to separate your buyers from your tire kickers. This is especially true in the scaling phase where spending too much time with non-buyers will tax your sales team, inspire bad decisions with “false negatives”, and create a whole slew of crushing inefficiencies. After taking

Planning On Pre-Selling Your Product? Here’s The 4-Step Formula to Follow

Want to know the quickest way to kill your company and team morale? It’s super easy. Invest tens of thousands of dollars and man hours in building your software, only to find out after the fact that your market couldn’t care less. Done. Now you can happily go back to whatever world you just left behind. On the flipside, if you want to launch your startup the smart way by pre-selling your product BEFORE you build it…