Buyer Vampires, Market Uncertainty & Product Demos

Figured I’d share a recap the week in case you missed the good stuff I shared the past few days, including...

1. The link to download my "BUYER VAMPIRE Sales Kit."
2. How to handle the general unease, uncertainty & anxiety out there in the markets.
3. Access to a Client Training I'm running in two weeks. Details here.

First, let’s talk about Buyer Vampires…

Deal reviews and pipeline was a big focus with clients this week. A few sales opps that got started early in the year, or even late last year, are languishing in the pipeline.

Is that a sales issue or a market issue?

Methinks it’s a little of both…

On the sales side, any of us can fall prey to Buyer Vampires – middle-of-the-org managers that have big problems you can solve but don’t have real decision authority. If your deals are going dark post-demo, it could well mean you’re stuck with a Buyer Vampire. More in this LinkedIn Post from this week, and here’s the link to my “BUYER VAMPIRE SALES KIT” that you can download right away.

The BUYER VAMPIRES Sales Kit includes:

• My one-page guide – “10 Ways to Know if You’re Dealing with a Buyer Vampire.”
• My sales playbook – “From Hindrance to Helper” – which shows you how to leverage your Buyers Vampires to navigate their organization.
• Chapter 4 of my best-selling book – Stop Hustling, Start Scaling – it’s an entire chapter dedicated to Buyer Vampires and how to deal with them in an enterprise sale.

Now, let’s talk about the market issue…

I’m getting the sense from talking to founders, investors, accelerator programs and Big Company executives, that there’s a general sense of unease, uncertainty, and anxiety out there. Seems lots of people are feeling it.

Maybe not everyone. Maybe everything is honky-dory & hockey stick in your world – I hope that’s the case. I want that for every company founder.

But if it’s not all puppy dogs and rainbows, know that it’s not just you.

I’ve been talking to our clients all over the world – startup CEOs, investors, program directors.

They're all sharing that everything’s just.. a... lit...tle... bit... slower... I'm guessing you are, too.

I felt so strongly about this topic that I did a LinkedIn LIVE about it on Wednesday and detailed the specific strategies & steps that EVERY founder can take right now to adjust to the market environment.

I'm running a private LIVE Session for our coaching clients coming up and YOU'RE invited – even if you're not a client. Especially if you're not a client.

We’re going to dive deep into every company's sales process – from Lead Gen to Active Deals to Pricing & CS.  

We’re going to identify specific risks and gaps, then build a plan-of-action for the next 3, 6 & 12 months for getting more leads, closing more deals, keeping more customers, and hiring the right team around us.

Because this is a client event that we're opening up to non-clients, we have limited spots (like less than 10…). Our clients are a tight group that are always willing to share and help, but I’ve also got to put them first. 

Details & request a spot here.

Next Week: We'll talk Product Demos, including…

1. The Biggest mistakes SaaS founders make.
2. Building Your Startup's Product Demo Playbook.
3. I’ll share a few of best Client Library resources for Demo Prep & Pull-Through

#startups #startupselling #leadership #growth #scaleup