Particle Blog

Why Businesses Can’t Scale
Part 2

Small and growing businesses face 5 common challenges as they try to scale. These challenges oftentimes will mute their ability to scale, and sometimes even kill the business. This is part 1 of a two-part series where we talk about each of these challenges. This is going to help give you a framework during the discovery process to identify the areas where your solution can add the most value and transform the lives of your clients. When you pick up on these challenges during the discovery process, be sure to spend adequate time understanding them so you’re better positioned to paint the future state, and you stand a better chance of winning the deal.
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Why Businesses Can’t Scale
Part 1

Small and growing businesses face 5 common challenges as they try to scale. These challenges oftentimes will mute their ability to scale, and sometimes even kill the business. This is part 1 of a two-part series where we talk about each of these challenges. This is going to help give you a framework during the discovery process to identify the areas where your solution can add the most value and transform the lives of your clients. When you pick up on these challenges during the discovery process, be sure to spend adequate time understanding them so you’re better positioned to paint the future state, and you stand a better chance of winning the deal.
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The Power of “I Don’t Know”

Building a strong business case is an important part of the sales cycle. But sometimes, we can get caught up in the numbers themselves and miss a very important part of the process. We all know that we usually start off the process of building a business case by asking questions. The purpose of these questions, of course, is to get a good understanding of the current state, so we can demonstrate effectively how the prospect will be better off with our solution. During this process, it’s not out of the ordinary for a prospect to not have good answers to our questions. They may even struggle to answer questions that to us seem kind of basic, like the average number of opportunities per week or month, or average cycle time from lead to close, or what stage they most commonly lose the deal.
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Avoiding the Dreaded Price Comparison Trap

As you are building a business case, one of the things you’ll do is explore what tools the prospect is currently using and how much they are paying to use these tools. As you’re having this conversation, be careful to avoid the trap of price comparison. Keep in mind that what you’re bringing to the table is something new and better that will take their business to the next level. It’s also important to realize that if the prospect says they’re wanting to make a change, but they’re not wanting to spend any more money, then they’re not serious. People don’t change for the sake of change. Move these to unqualified and move on. 
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How to Keep Closing Deals During a Pandemic

It is important now to prepare for the time when the worst of the pandemic is behind us, and we return to something more normal. Once the storm has passed, it will be too late to gain any meaningful competitive advantage. Here are four tips to help you through. First, uplevel your prospecting. Seems like a no-brainer because it is. But simply sending emails may not be enough anymore. Engage with your prospects' social posts, send handwritten notes, give gifts within your company’s ethical guidelines, or leverage zoom to connect face-to-face.
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