Displaying posts categorized under

Start-ups

Long Sales Cycle? That is NOT OK.

By on April 27th, 2012 in Sales Management, Sales Strategy, Start-ups
5 comments

I recently sent a note to an entrepreneur friend of mine whose company is doing well, but I heard thru the grapevine that he needed some help in the sales department – that things just weren’t moving along as fast as he would like them to.  So I reached out and let him know that I had some cycles available if he wanted some help putting together a sales plan, and figuring out how to accelerate his growth.

He very quickly, and politely replied that the type of sales planning and assistance that I do at QuotaCrush really wasn’t applicable because, “his product has long sales cycles and long lasting relationships.”

Long Sales Cycle? That is NOT OK. full post

(859 words, estimated 3:26 mins reading time)

The 21st Century Rolodex: The Sales Network

By on January 27th, 2012 in Sales Strategy, Start-ups
No comments yet

I wrote a while ago about how I think the value of the rolodex is gone, yet still so many people hiring sales people want to know about your Rolodex.  Who do you know at their target companies, and who do you know in a particular industry.

The 21st Century Rolodex: The Sales Network full post

(621 words, estimated 2:29 mins reading time)

More math = less sales

By on July 12th, 2011 in Compensation, Sales Strategy, Start-ups
No comments yet

A sales person that used to work for me called me last week to get my opinion on a new position he was considering.  We chatted for a while about the position and the opportunity, and I was very excited for him.  Its a great company, a great product, a great team – and I think it will afford him quite a bit of opportunity to advance his career.

Then we started to figure out if the comp was right for him.

More math = less sales full post

(608 words, estimated 2:26 mins reading time)

Sales Lessons from the Grand Bazaar

By on April 21st, 2010 in Entrepreneurship, Sales Strategy, Start-ups
1 comment

One of the nicest things about being in sales is getting to travel to interesting places that you probably wouldn’t go to normally.  In my career, I’ve seen nearly the entire US and several countries.  Last week, I got the opportunity to travel to Istanbul and it was an amazing experience.  I am very intriqued by historic sites, and in particular the events that shaped the world we live in today, but actually planning a trip to Turkey wasn’t high on my list.  My family would much rather travel to more relaxed and vacation sites that require less thinking.  And… as a salesperson that travels, we are often at the mercy of where our families want to go when we do get fun travel.

Sales Lessons from the Grand Bazaar full post

(1531 words, 1 image, estimated 6:07 mins reading time)

Don’t Declare Sales Victory Too Early

By on April 7th, 2010 in Compensation, Entrepreneurship, Sales Management, Start-ups
No comments yet

Sales is hard.

Anyone who has done sales in a start-up can attest to that fact.  Great salespeople make it look easy – or at least hide the struggle well from non-salespeople.   Once a great salesperson builds their pipeline, gets down their pitch and starts rolling with it, they can easily bring companies on the pipeline, and move them through, and can often do it with, what looks like, ease and finesse – and often with amazing predictability.

Don’t Declare Sales Victory Too Early full post

(912 words, 1 image, estimated 3:39 mins reading time)

The Murder Board

By on March 30th, 2010 in Entrepreneurship, Sales Management, Sales Strategy, Start-ups
1 comment

The essential but horrible sounding named murder board.  Every time I bring it up with a new person, I get confused stares – yet I think its an essential tool for both salespeople and entrepreneurs.

The Murder Board full post

(910 words, estimated 3:38 mins reading time)

Your start-up sales strategy must include an up-sell

By on December 10th, 2009 in Entrepreneurship, Sales Management, Sales Strategy, Start-ups
No comments yet

Up-selling, despite what some people believe, is not a sneaky or dishonest sales strategy.  In fact is is an essential strategy for start-ups.  I do, however, understand, how many people can see it this way.

At the bagel store near my house, a bagel costs $0.49.  Yet, order that bagel with $0.03 worth of butter, and the bagel is suddenly $1.69.  Why does the store do this?  Because its great to advertise bagels that cost only $0.49, but who comes into the store and only orders 1 bagel with nothing on it?  The upsell is the critical method of driving profit into the store.

Your start-up sales strategy must include an up-sell full post

(1026 words, estimated 4:06 mins reading time)

‘Tis the Season for Sandbagging

By on December 4th, 2009 in Compensation, Entrepreneurship, Sales Management, Start-ups
1 comment

Its worth repeating my post from last December about the December Sales Problem.

December is a hard sales month for companies for several reasons:  The month is really only 2.5 weeks long before your prospects shut down.  Budgets are often used up.  Vacations make it hard to get deals done.  Prospects are more focused on their Holiday party then they are on your solution, etc.  The list is long, and very intuitive why its hard to get sales done.  However, as I’ve posted before, December can actually be an amazing month for sales.

‘Tis the Season for Sandbagging full post

(615 words, estimated 2:28 mins reading time)

Sales Lessons from a 6 year old: It’s all about the cash

By on October 9th, 2009 in Compensation, Entrepreneurship, Sales Management, Sales Strategy, Start-ups
12 comments

You can draw sales lessons from everywhere in life.  The reason for this is that most of sales is about the interaction of human beings with each other – about the acts of persuasion and communication.  I write constantly about how everyday life teaches me valuable lessons about how to become a better salesperson and sales manager.  First, I wrote about Sales Lessons in a chick flick.  Then I wrote about Sales Lessons from my 7 year old.  Then, sales lessons from my 2 year old.  I also wrote recently about sales lessons from my colorblind brother.

Sales Lessons from a 6 year old: It’s all about the cash full post

(1143 words, estimated 4:34 mins reading time)

The best salespeople have expensive hobbies

By on August 12th, 2009 in Compensation, Entrepreneurship, Sales Management, Sales Strategy, Start-ups
25 comments

I gave my “Sales 101 for entrepreneurs” lecture to the entrepreneurs at DreamIT Ventures in Philadelphia last week.  If you aren’t familiar with them, its a TechStars / Y-Combinator style incubator that helps launch great companies on a shoe-string.  It does so by providing a great environment and access to top notch mentors and experienced VC’s and entrepreneurs.  I was honored to be one of their speakers this year.

During my presentation, one of the entreprenuers asked me a great question:  What should I look for when I’m hiring a sales candidate?

The best salespeople have expensive hobbies full post

(772 words, estimated 3:05 mins reading time)

Close Bitnami banner
Bitnami