Trust is what makes people buy from you. However, you’ll need to prove that you have done it before, that you have a structure to solve their problem in a methodologic way. Structure gives peace of mind for executives. And finally you’ll need to be easy to buy from so remove all friction.
Note that startups are good in attention but bad in trust (no references,…), Scale-ups are good in trust but struggle with the structure part. And if you look at larger companies they have the talent to introduce so much structure that it becomes hard to buy from them.
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Michael Humblet is obsessed with designing, building, training and scaling sales machines and is founder of Chaomatic, focused on accelerating revenue growth in B2B sales.
Over the last year Michael helped over 150 startups & scale-ups to shortcut their time to revenue and accelerate their revenues. Next to this he is a sales coach & expert at several leading incubators as Startit.be, Imec and startups.be.
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