Selling to companies with a new parent
How to sell services into a company that was just acquired, who really decides after the deal, and the signals and opener that fit the moment.
3 min read
Blog
The Stage 1 blog Page 4
How services firms find accounts getting ready to buy, get in through people they know, and open conversations worth having. Written by Kevin French.
Pipeline for a new region
How a services firm builds pipeline in a new region, from choosing the first accounts to borrowing trust through intros and local proof.
3 min readSelling to a general counsel
What a general counsel owns, how they're measured, what they ignore, and the signals and opener that get a services firm a real conversation.
3 min readSignal stacking. When three beats one
Why three buying signals stacked at one account in the same few weeks beat one strong signal alone, and how to weigh and age them sensibly.
3 min readCalls or messages for senior buyers
When to call a senior buyer and when to write, why the written message usually goes first, and how a call fits once the hypothesis has landed.
3 min readSelling to UK companies from the US
How a US services firm sells into UK companies, from who buys and what they distrust to the public records and signals that matter there.
3 min readPipeline for a new practice or offering
How a services firm builds real pipeline for a brand new practice or offering, starting with the problem it solves and the accounts already showing it.
3 min readLicense renewal timing as a signal
How to read when a company's major software license is up for renewal, and why that window is a strong moment for services work around the platform.
3 min readWhen to let a seller go
How a services sales leader decides when a struggling seller should go, using the work behind the numbers instead of waiting for a missed year.
3 min readStop measuring activity. Measure Stage 1.
Activity dashboards count effort, not pipeline. Here are the four Stage 1 measures that tell a services sales leader where next quarter is coming from.
3 min readThe cost of a burned intro
A badly handled warm introduction costs more than one lost deal. What burns an intro, what it does to your network and how to keep it from happening.
3 min readPut the first meeting agenda in the reply
Why the reply that confirms a first meeting should carry a three-line agenda built on the buyer's own words, and how that one change raises show rates.
3 min readMeasuring a seller's first 90 days
How to measure a new services seller in their first 90 days, when closed revenue is too far off to judge, using leading indicators that show real progress.
3 min readThe meeting ask that doesn't feel like one
Why a cold note should end with a question about the buyer's problem instead of a meeting request, and how that question earns the meeting anyway.
3 min readSelling to Canadian companies from the US
How a US services firm sells into Canadian companies, from who buys and what pressures they face to the signals that matter and an example opener.
3 min readHow to size a pipeline gap honestly
How a services firm sizes the real gap between its revenue target and its pipeline, without padding stages or counting deals that aren't there.
3 min readCloud contract renewals you can see coming
How to spot a company's cloud contract renewal before it happens using filings, job posts and leadership changes, and pitch the cost work around it.
3 min readAdvisory boards as intro engines
How a services firm builds a small advisory board of senior operators who open doors to buyers, and how to ask for intros without wearing them out.
3 min read