e.g. Here's a cold pitch from two Irish guys who had never talked to me before, trying to woo Bingo Card Creator away from Paypal.pic.twitter.com/okCyE7Hd5x
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I enthusiastically subscribe to the @steli school of following up, which is that you're not done until you get Yes or No. Either is fine.
Engineers should believe sales folks more often, especially on the specific topic of "Deals come in, frequently, on the ~19th email."
I have been the guy buying things after 18 unanswered emails. Life gets busy; that's the nature of being a business owner.
If you've ever worked at a company, you know how much of work is not convincing people that you're right but organizing them to do things.
A significant portion of sales, as distinct from order taking, is project managing the implementation of your thing at their company.
Friction-free available-any-time onboarding has made a lot of SaaS companies very happy, but a little friction in the early days is useful.
You cannot buy market research as good as a user telling you, in real time, that your setup process/etc is broken. You can compensate.
One way to compensate is to take the implicit software offer (you're not just buying software, you're hiring expertise) and make it explicit
If you're selling e.g. email marketing software, for your first ten customers, you can literally just write all the campaigns.
For every reason people have for today not being a good day to do it, test whether a fanatically dedicated free person fixes that or not.
We made a sale for Appointment Reminder from someone whose only way of getting data into the system was to fax it to us. Guess the cheat.
If you guess "CEO signs up for HelloFax, receives the fax, and types 600 patient names and phone numbers by hand" you have good instincts.
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