Displaying posts categorized under

Sales Strategy

"Innovational" not a Generational Divide

It’s great to get back to some blogging.  I’ve got about 10 major points that I want to post here – but its been a very busy two weeks – and its not even the end of a quarter!

I’m currently sitting on a two year post as a trustee of Stevens Institute of Technology which is my alma mater, and just one amazing university.  The trustees had a two day meeting that co-incided with commencement at the university, and I had a lot of time to talk with my fellow trustees, and as I talked about my current position, and the challenges of selling FREE software, I was amazed at how quickly most of the people that I talked to just understood it.

 Read more...

No free trials

When dealing with large enterprises, its my opinion that a salesperson should never offer up a free trial. If the marketing department wants to deal with that and then pass off a qualified lead to you – great but the blanket free trial has no merit in sales – unless of course you are salesperson that doesn’t want to make money.

Now, this is not to say that you shouldn’t let large companies get their feet wet, but the idea is to get the commit upfront otherwise you will see the trial going much longer than you would like it to go.

 Read more...

Ask for the order

How simple and over stated is this basic premise of sales, yet how often is this the major issue with a salespersons performance?

If you are a sales person and you see that you are not crushing quota, ask yourself if you are asking for the order. With Web 2.0 sales, and other products with low cost trials, it’s way too easy to just have your prospect drag you out longer and longer and longer. And, if it’s a big prospect for you, it’s a scary proposition to have them not do business with you. But, I say, if they are not committing and are not willing to commit, then they aren’t doing business with you anyway and you need to move on.

 Read more...

Sales Teams have NO room for prima donnas

So far in my latest gig, I am happy to say that I have not heard my sales people ever complain about grunt work that had to be done in order to get the sale; however, I can tell you that in my career I’ve seen it a lot.

 Read more...

Welcome to Quota Crush

I joined this great company, Angelsoft, 7 months ago as their VP of Sales and inherited this really awesome team.  As I started to show these guys how to really crush through their quota objectives and make some serious cash through selling, one of my guys said that I should be running a blog about this stuff.

 Read more...

About

This is a blog by Mark I LaRosa on sales strategies and sales management .  I blogged about my motivation behind creating a blog in my first post.  

I’ve been an entrepreneur for most of my career.  Since starting and leaving my own firm, I’ve concentrated on my sales ability to small start-up and growing firms – since I think that was my strongest contribution I had when I had my own company.  I’ve been fairly successful, especially in enterprise sales.  Convincing a large firm to trust and work with a start-up is not a simple task, and its something I think that I do well.

 Read more...