Startup Sales

Summary Jason is a repeat entrepreneur on his fourth startup. One of the biggest mistakes he has made is a typical one made by many founders; Talking the whole time, “Throwing up” all the reasons why his product is so great. It is important to be curious about the prospect and their business. This will […]

Summary Jim speaks about the importance of working with the right clients from the start and how to direct your product road map. We will also be speaking about the different kind of sales people and knowing which type is right for your business. Final Five What is your favorite sales or leadership book? Hope […]

Summery Daniel is a social selling expert. He is going to share how a early stage startup can utilize social media to build a relationship with potential customers. Sharing strategies and action items that can be implemented now, you will find terrific value in this episode. Final Five What is your favorite sales or leadership […]

Final Five What is your favorite sales or leadership book? Team of Rivals By Doris Kearns Goodwin Do you have someone that you follow/read for sales/leadership ideas? Rob Jeppsen, Noah Goldman Are you available 24/7? Do you have strict personal time boundaries? Has personal boundaries. What is your favorite tool used for sales? The phone! […]

Final Five What is your favorite sales or leadership book? Spin Selling Do you have someone that you follow/read for sales/leadership ideas? Gong.IO Are you available 24/7? Do you have strict personal time boundaries? He worked long days but he would be with his family twice a week in the afternoons. On the weekends, he […]

Final Five What is your favorite sales or leadership book? The hard thing about hard things by Ben Horowitz Do you have someone that you follow/read for sales/leadership ideas? John Barrows, Reid Hoffman, Ben Horowitz Are you available 24/7? Do you have strict personal time boundaries? No strict boundaries What is your favorite tool used […]

Final Five What is your favorite sales or leadership book? Fanatical Prospecting by Jeb Blount -- Sell or be sold by Grant Cardone Do you have someone that you follow/read for sales/leadership ideas? Dan Martell Are you available 24/7? Do you have strict personal time boundaries? He has strict time boundaries What is your favorite tool […]

Final Five What is your favorite sales or leadership book? Sales Management Simplified by Mike Weinberg Do you have someone that you follow/read for sales/leadership ideas? Sales Hackers, Open View Venture Partners, Jack Kosakowski Are you available 24/7? Do you have strict personal time boundaries? The weekends are his. He using them for himself and […]

Final Five What is your favorite sales or leadership book? The 10 Day MBA by Steven Silbiger Do you have someone that you follow/read for sales/leadership ideas? Andy Paul, Matthew Dixon, Brent Adamson Are you available 24/7? Do you have strict personal time boundaries? Not available, the evening and the weekend he is working on […]

Podcast Show Notes A big problem he has come across while advising other startups has been that the founder does not have a sales background and will read a sales book and try to implement the ideas without fully understanding the sales process itself. The kind of first hire you should have for sales really […]

Podcast Show Notes Think of trade shows and events as revenue drivers. It is a place to start building brand equity rather than closing immediate deals. Also, use the time to have the sales people meet their prospects in the pipeline face to face to build the rapport further. Small, better targeted events can be […]

Podcast Show Notes Time to first contact is very important and you should build a system in place to enable you to get to the lead within the first 5 minutes before the client does. If you catch the prospect that quick, it allows you to have to conversation with them and set the standard […]

Show Notes First question you should be asking in a startup environment; When are you ready for a business development vs just sales? To answer that you need to answer other questions; do you have a sales process? Usually sales and business development will be done by the same person in the earlier stages. Are […]

Show Notes When starting with your first salesperson you need to set the mechanisms in place to track the data points before you start selling. Then begin to build your outbound script or story. To approach outbound prospects, it is important to use all forms of communication you can. From LinkedIn to emails. They allowed […]

Show Notes His sales team is more of a consultative sales team. He has a technical product that requires a lot of different people to be involved on the team. He finds though that if you show up to a meeting with a lot of people the prospect can feel that they are just paying […]

Show Notes To begin any prospecting, you have to ask yourself two questions; 1) What is the outcome I can help the prospects receive and 2) Who is the right type of customer that this would appeal to. If you do not demonstrate (quickly) how and why the customer should pay attention to you, there […]

Leaders always need to keep their fingers on the pulse of the people.  If you have a people centered leadership style (not a product or financial) you are ahead of the game and know how to get the best of team. Give responsibility to the top sales people by having them lead a special project. […]

In a new hire he is looking for a natural sense of curiosity and the basic understanding of how a business operates. For Gary, if you come to an interview and have no questions for the manager, it is not going to be a good fit. A common problem with pipeline forecasting is over qualification […]

Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. If you have long sales cycles, qualifying becomes more important as you could waste a lot of time until you find out they are not […]

His team is working mostly (about 95%) outbound. His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a good conversation with a potential client. Eric believes that […]