Proof points that land in a first conversation
A proof point lands in a first meeting when it matches the problem the buyer just described. Here's how to pick one, say it short and stop talking.
3 min read
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Pricing conversations start in Stage 1
Services firms lose margin at the proposal, but the damage starts earlier. The problem you name in the first conversation sets the price you can charge.
3 min readQualifying in the first conversation
How to qualify a services deal in the first conversation by testing the problem, the owner and the cost of doing nothing, not by running a checklist.
3 min readThe first meeting is not a demo
Why the first meeting with a senior services buyer should test your hypothesis about their problem instead of walking through slides and case studies.
3 min read