In general, most times, how you use something informs how you set it up. Therefore, you should strive to drive people to and through your website. It is also very important to align with your customer’s journey as they go from being aware of a

Don't Overlook Your Website Part 1

Nov 9th, 2021 6m 33s

Having an effective website is critical in getting prospective customers and should not be overlooked. A website that is very simple, targeted, has a call to action, chat option, and internal pathways with group content will help you to grow an

Don't Just Fish for Bluefin

Nov 2nd, 2021 5m 10s

Smaller, founder led companies are always seduced by the allure of big deals. But whether you are at an initial or critical stage, don’t spend all your time fishing for that one big customer or deal.

Don't Wait to Build Your Market

Oct 26th, 2021 5m 11s

Early-stage companies always prefer being in ‘stealth mode’ when developing a product. However, this is a bad idea because by the time you emerge from the bat cave, someone else who has been in ‘sales mode’ will have taken over your potential c

Don't Just Hire Talent, Develop It

Oct 19th, 2021 5m 11s

Part of being a successful growing business is hiring talent and letting them do what they are good at.However, when it comes to salespeople, it is more advisable to get someone that not only gets you off the launch pad but also helps you devel

Don't Do Work for Free

Oct 5th, 2021 5m 44s

Not working for free seems like a no-brainer, right? Not quite! As a growing company, this is a real struggle. Remember, working for free will not win sales.

Don't Do a Demo for Every Prospect

Sep 28th, 2021 4m 49s

A demo of your product or service involves investing time and money to put together.If you’re going to do a demo, understand where your buyer is in their process.Take the time to find out if your prospect has identified the problems they need t

Don't Rely on Procurement

Sep 21st, 2021 4m 31s

You make a sale because someone has a need for the product/service you are offering.So, instead of relying on procurement, rely on the person that actually needs and will understand the value (not the price) of the solution you are offering.Sta

Don't Pay People for Things You Don't Want Them To Do

Sep 14th, 2021 4m 34s

The statement ‘Don’t pay people for things you don’t want them to do’ might seem obvious, right? Think about this from the perspective of your compensation and bonus plans.We all know that they are absolutely critical for recruiting and maintai

Don't Do RFPs

Sep 7th, 2021 4m 47s

It is a common belief that RFP’s (Request for Proposal) are the way companies buy; and to close business, you need to participate. My answer: Maybe, but probably not! There are some organizations (primarily governmental entities) that handle pu

Don't Rely on Partners to Do the Hard Work

Aug 31st, 2021 3m 51s

Partners are NOT the quickest way to grow your sales revenueYeah, it’s hard not to think that recruiting partners is a hack for early stage or growing businesses. But think about it, these “partners” are many times already selling something, ma

Don't Let Your Ego Get in the Way of Company Growth

Aug 24th, 2021 5m 16s

Growing your company requires confidence, NOT ego. At some point, you have to get smart people who are good at what they do, get out of the way, and let them do it. Know your role, and let great people do great work!

Don't Make Your Sales People Product Experts

Aug 17th, 2021 5m 24s

Being a product expert is NOT the job of your salespeople. Their job is to find out what challenge/need a customer is trying to meet and then work with a technical expert to match that with your product or service. In this podcast, we discuss t

Don't Hire Sales and Marketing from Your Biggest Competitor

Aug 10th, 2021 6m 35s

Hiring sales people from a big competitor is a HUGE mistake. Not only for your company, but also for the salesperson themself. The skill set that makes salespeople successful in large companies is the exact opposite from what makes a salesperso

Don't Hire Salespeople

Aug 3rd, 2021 6m 19s

If you still don’t understand your target market, you are NOT ready for salespeople. This may sound counter intuitive for sales, but this podcast will explain:

Don't Hide Your Price

Jul 27th, 2021 4m 58s

A company invests time and money in a customer, explaining a product or service. Then the price is exposed to the customer at the very end, only for the customer to say it’s way off their budget and walk away. Check out this week's podcast so

Don't Overcomplicate Your Sales Process

Jul 20th, 2021 7m 1s

An overcomplicated sales process can lead to lost sales and significantly lower revenue. Simpler is Better! Find out how you can fix this problem in your company in this episode titled: “Don’t Overcomplicate Your Sales Process”.

Don't Be Fooled, the Customer is Not Always Right

Jul 13th, 2021 4m 51s

“The customer is always right” is an abused and overused statement. Taking a severe loss to please a customer can be very hurtful for your company. Learn how to negotiate a “Win-Win” scenario on this episode of “Seriously, Don’t Do That”.

Don't Cold Call (or Email)

Jul 6th, 2021 6m 41s

Cold calling and emailing is an outdated and ineffective way to market your product/service. Learn how to better contact your perfect customer in today’s episode of “Seriously, Don’t Do That”.

Don't Fall Prey to Everyone is My Customer

Jun 29th, 2021 5m 55s

How do you find the "Perfect Customer"? In this Episode I highlight simple tips to help your company find and sell to your ideal customer base.

Introduction

Jun 18th, 2021 2m 20s

The introduction podcast for our series “Seriously, Don’t Do That” is out now. In this short episode, I outline what “Seriously, Don’t Do That” is all about. Tune in next Tuesday where I will talk about the first DDT (Don’t Do That).

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