The misery hypothesis, explained
The misery hypothesis is your best guess at the problem a buyer has right now. Here's how to write one, why it works and how to recover when it's wrong.
3 min read
Blog
The Stage 1 blog Page 19
How services firms find accounts getting ready to buy, get in through people they know, and open conversations worth having. Written by Kevin French.
Most quarters are lost in Stage 1
Services quarters are decided months early, in Stage 1, when a seller earns or fails to earn real first conversations with the right buyers.
4 min readSelling data modernization to insurers
How to sell data modernization into insurance carriers. Who buys, the pressures they carry, the signals that matter and an opener that gets a reply.
4 min read