1 min read

Marketing Tip of the Week: Ask If They Want the Puppy (A Lesson in Sales) [Video]

Marketing Tip of the Week: Ask If They Want the Puppy (A Lesson in Sales) [Video]

MTOTW #46: There's a CEO of a local tech company who tells a great story. His first job was in a pet store. Customers would come in and happily hold and play with a puppy. But eventually he had to ask: “Do you want the puppy?”

At a certain point in the sales process, you have to go for the nobut when is that, exactly? A good rule is to look at the length of your average sales cycle. When a prospect has reached the end of that timeframe without closing, it’s time to ask.

In high tech industries, the sales cycle is typically longer, which is why lead nurture programs are so important to ensuring sufficient mindshare throughout that timeframe.

Each week, we share a quick tip for marketing success on our YouTube and Instagram channels. Follow us there or subscribe to our blog updates so you never miss a tip.

Have a question or request for a future tip? Let us know.


Want to improve your close rate? Download our 8 Tips for Better Sales Follow-up.

Download Sales Tip Sheet

Navigating Competitive Landscapes in 2025

Navigating Competitive Landscapes in 2025

In today’s volatile market, understanding your competitive landscape isn’t just a strategic advantage—it’s a survival skill. Whether you're facing...

Read More
Tariffs and Other Troubles: How to Craft a Response Strategy for Tough News

Tariffs and Other Troubles: How to Craft a Response Strategy for Tough News

Editor's note: This article was originally published in 2019. This is a good reminder that everything changes, and nothing changes. There are...

Read More
Get Ahead with Grant Opportunities for Optics & Photonics

Get Ahead with Grant Opportunities for Optics & Photonics

Ways to Stretch Marketing Budgets with Grant Funding In a time of economic uncertainty, you need marketing more than ever to hit your goals, but like...

Read More