Bringing in new customers is expensive. According to research by Fred Reichheld of Bain & Company, it costs 6 to 7 times more to acquire a new customer than it does to retain an existing customer. In our own work, we regularly find companies have significant, untapped opportunities for growing existing accounts. Yet cross-selling, up-selling, and… Read More
About John Doerr
How to Build a Value Proposition
Making the value proposition case is straightforward if you ask these 4 questions. If you want buyers to be armed with the best material to make a case for why they should move forward with you, first you must be able to make it to yourself. The most successful sellers make the value case to… Read More
I Won’t Buy from You If I Can’t Trust You
Some of my most pleasant memories as a child are of playing with wood building blocks. Once I mastered the basics of stacking one block on another, my goal was always to build as high as I possibly could. Being the quick learner that I am, I soon discovered that the stronger the foundation, the… Read More
Is Your Need for Approval Holding You Back from Sales Success?
How many times have you left a sales meeting and thought, “I should have said that…”? Or, during a meeting, as you listened to what a prospect was saying, you thought, “That’s not right; he will be making a big mistake if he goes down that path,” but you never voiced your opinion? Or, perhaps… Read More
Prospecting Tips: 2 Questions Top Prospectors Ask
If your prospecting efforts aren’t working, stop trying to sell the product or service. Instead, sell the value of the meeting itself. When you sell, no one wants to hear your capability pitch or your company’s history right off the bat. They’re looking to find out how their lives can be enriched by working with… Read More