I am frequently asked the question “What should be my selling strategy when we’re in a volatile market?” The #1 strategy as it relates to sales is to not believe everything that you think. Ignore thoughts like “I THINK no one is going to buy” or “I THINK it will be difficult to sell”. What […]
VIEW POST
“Our target customers knew that we had an authoritative perspective in the market. We could point them back to articles, blog posts, and guest spots on Bloomberg and CNBC. That opened the door and changed the conversation from viewing us as just another data vendor to listening to our perspective on the market and how […]
VIEW POST
To build an Authority Voice strategy you must get front & center with your prospects before they reach out to you. When you delay this process, you will be playing catch-up which will make it difficult to change them from their old way of doing things to the new way. Don’t wait for too long […]
VIEW POST
“I started working with Altos in 2007. By 2007–2009, during the housing crash, we had emerged as a voice of authority in the industry, because we were intimately familiar with the week-to-week changes in the real estate market with the data we collected. Mike Simonsen, the founder, and I continued writing for our company blog, […]
VIEW POST
Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to solve their problem such as workflows, automation, using AI, and other data-driven approaches. Most importantly, ensuring that your prospects are on board with moving from the old way to the new way will allow them […]
VIEW POST