Trap 5: Living off Your Referrals or Hiring a Rolodex
Getting your foundational revenue from your Rolodex is a great place to start. But this won’t sustain you in the long run.
Getting your foundational revenue from your Rolodex is a great place to start. But this won’t sustain you in the long run.
Sales coaches and consultants can be hugely valuable at the right time and place, but here’s why you don’t bet the farm on them.
I cringe when I talk to a business leader who thinks their fancy new sales or marketing automation tool is a substitute for a true strategic or operational foundation in sales capability.
“I just need more leads.” If you hear yourself saying this often, then I wrote this for you.
Almost every client we work with — including us — has fallen into some version of this sales trap. Sound familiar?
My business is changing dramatically because we found the right way to focus our process on consultative selling. You may find something valuable in our trial and error...
Stop “doing” for a minute and let’s think together about the kinds of clients we actually need to have. It might change our lives.
How to keep moving forward in the face of existential threats to your business.
Do You Think You Have a Lead Generation Problem?
When There's "No Way Back," and Success is the Only Option
Messaging is Money: Suborning Marketing to a Sales Culture
THE CLIENT: Real Estate Photography Platform
My Business Won't Survive Without Consultative Selling Ability and Yours Won't Either
Selling Against the Megaphones and "Slick Pitch" Marketers
by Dennis Bernstein, Kaul Sales Partners
Get Out of the Weeds or Die
Larry Kaul, Founder and CEO, Kaul Sales Partners
Larry Kaul, Founder and CEO, Kaul Sales Partners
Larry Kaul, Founder and CEO, Kaul Sales Partners
Larry Kaul, Founder and CEO, Kaul Sales Partners
Larry Kaul, Founder and CEO, Kaul Sales Partners
THE CLIENT: Niche Research/Branding/Advertising Firm
Larry Kaul, Founder and CEO, Kaul Sales Partners
THE CLIENT: Manufacturing Company
THE CLIENT: Manufacturing Sales Software Maker
THE CLIENT: Creative Design Agency
THE CLIENT: Software Company
THE CLIENT: IT Managed Services Provider
THE CLIENT: Brand Marketing Agency
THE CLIENT: eCommerce Software Company
Larry Kaul, Founder and CEO, Kaul Sales Partners
Larry Kaul, Founder and CEO, Kaul Sales Partners
THE CLIENT: Management Consulting and Medical Informatics Company
Larry Kaul, Founder and CEO, Kaul Sales Partners
THE CLIENT: Salesforce.com Consulting Firm
Larry Kaul, Founder and CEO, Kaul Sales Partners
THE CLIENT: Venture-Backed Software Company
THE CLIENT: Software Development Company
THE CLIENT: Marketing Research Firm
THE CLIENT: Software Design Firm
Larry Kaul, Founder and CEO, Kaul Sales Partners