Build a Strong Foundation Everything you do with a prospect, from the beginning of the sales cycle to the end, builds your case for a powerful referral. In the initial stages of the sale, ask your prospect: "Do you know what our goal is?" memorable story was told to me by a top sales rep at Xerox. You get [the sales rep]. MORE >>

Vendor-Focused Trade Shows There are only two reasons to attend a trade show: 1) to generate sales leads or 2) to close existing opportunities. For example, I know a guy who spent $100,000 for a booth at a trade show and got only 132 "sales leads." If so, sign up for the free Sales Source newsletter Like this post? MORE >>

To compute the cost to acquire a customer, CAC, you would take your entire cost of sales and marketing over a given period, including salaries and other headcount related expenses, and divide it by the number of customers that you acquired in that period. This number is heavily dependant on the productivity of your sales teams. Thanks! MORE >>

During Customer validation you validate your MVP by attempting to sell it – Nothing speaks clearer than a sale. Successful iteration here should result in a repeatable and scalable sales model. repeatable and scalable sales model is what Steve defines as achieving Product/Market fit. This is both liberating and difficult. MORE >>

Marketing Hourglass But, the very next thing they do, once they think they have a winner of their hands, is go to work on the promotion of the new offering – the sales letter, landing page, brochure. Think of it this way – the sale is not complete until the customer is so happy they confidently make referrals. One final word of advice. MORE >>