Sales 101 for Start-ups

Jeff Stewart, the CEO of UrgentCareers, and I gave a seminar last nite in Manhattan on the topic of Sales 101: How to jump-start sales in your start-up. It was a very interactive discussion, and I hope that everyone attending benefitted from the presentation.

I think the most valuable point that was discussed was Jeff’s comment that since now technology has gotten so much cheaper to deploy, by significant orders of magnitude, your biggest expense is your sales team – and making mistakes here is your biggest drain on capital.

Many people asked for the slide deck so I’m attaching it below.

I’m also posting links to other posts that elaborate on topics we discussed:

The Value of a Rolodex

Sales Lessons from a 2 year old

Who to hire for my start-up?  Grey Hair or Blue Jeans

No DEMOS:  EVER!

Win, Lose or Draw

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  • Thanks for doing this. I was very interested in your comments on avoiding demos in sales situations and concentrating on describing the value of the offer. It rings true. I can think of a couple of pitches including a VC pitch where the demo has destroyed the pitch.

  • Thanks for doing this. I was very interested in your comments on avoiding demos in sales situations and concentrating on describing the value of the offer. It rings true. I can think of a couple of pitches including a VC pitch where the demo has destroyed the pitch.

  • Thanks for doing this. I was very interested in your comments on avoiding demos in sales situations and concentrating on describing the value of the offer. It rings true. I can think of a couple of pitches including a VC pitch where the demo has destroyed the pitch.