LeanData

APRIL 22, 2016

The CFO is stressed out about the burn rate. But that sense of risk also can be used to create urgency when those internal squabbles are put on the table. This is part two in a series, Driving the Right Conversation. There’s a difference between just talking and having a real conversation. That might sound like a small distinction. But it’s not. And in the B2B world, that can be the difference between closing a deal and the frustration of watching it slip away.

Tactics 43

Tactics Conversion Burn-Rate Urgency 43

LeanData

APRIL 22, 2016

The CFO is stressed out about the burn rate. But that sense of risk also can be used to create urgency when those internal squabbles are put on the table. This is part two in a series, Driving the Right Conversation. There’s a difference between just talking and having a real conversation. That might sound like a small distinction. But it’s not. And in the B2B world, that can be the difference between closing a deal and the frustration of watching it slip away.

Tactics 40

Tactics Conversion Burn-Rate Urgency 40

LeanData

APRIL 22, 2016

The CFO is stressed out about the burn rate. But that sense of risk also can be used to create urgency when those internal squabbles are put on the table. This is part two in a series, Driving the Right Conversation. There’s a difference between just talking and having a real conversation. That might sound like a small distinction. But it’s not. And in the B2B world, that can be the difference between closing a deal and the frustration of watching it slip away.

Tactics 40

Tactics Conversion Burn-Rate Urgency 40

LeanData

APRIL 22, 2016

The CFO is stressed out about the burn rate. But that sense of risk also can be used to create urgency when those internal squabbles are put on the table. This is part two in a series, Driving the Right Conversation. There’s a difference between just talking and having a real conversation. That might sound like a small distinction. But it’s not. And in the B2B world, that can be the difference between closing a deal and the frustration of watching it slip away.

Tactics 40

Tactics Conversion Burn-Rate Urgency 40