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Helping Startups Understand Salespeople & the Sales Culture

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. I boil it down to this: sales people are sales people.

Sales 382
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10 Keys To Real Innovation In Your Next New Business

Startup Professionals Musings

Overall I like the principles in the classic book “ Robert’s Rules of Innovation: A 10-Step Program for Corporate Survival ,” by Robert F. Training and coaching. Ongoing coaching from the top is essential to maintain the attitude and spirit. From time to time, include customers and sales members in ideation sessions.

Coach 137
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Improving Sales: The Excuse Departement is Closed

Both Sides of the Table

Specifically what is often not in the DNA of founders are sales skills. The result is a lack of knowledge of the process and of sales people themselves. I had never had any sales training so everything we did for the first couple of years was instinctual. I boil it down to this: sales people are sales people.

Sales 316
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Startup Sales – Why Hiring Seasoned Reps May Not Work

Both Sides of the Table

A while back I wrote a bunch of posts on Sales & Marketing and have been meaning to get back to that theme for a while. Even if you don’t have “direct&# sales I would tell you that “everything is a sale&# including fund raising, hiring, getting press and doing business development. You learn by asking.

Sales 346
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7 Leadership Strategies That Assure Real Team Results

Startup Professionals Musings

I saw the key ones outlined well in the classic book, “ Creating High Performers ,” by William Dann, a leading coach to experienced CEOs. Your standards for product quality, sales growth, and customer satisfaction must be documented and reviewed prior to results and performance reviews.

Coach 93
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10 Steps To A New Venture That Can Change The World

Startup Professionals Musings

Overall I like the principles in the classic book “ Robert’s Rules of Innovation: A 10-Step Program for Corporate Survival ,” by Robert F. Training and coaching. Ongoing coaching from the top is essential to maintain the attitude and spirit. From time to time, include customers and sales members in ideation sessions.

Coach 144
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10 Steps To Second Stage Success For Your New Venture

Startup Professionals Musings

In his classic book, “ Second Stage Entrepreneurship ,” Daniel J. Switch your attention from product development to sales. Second-stage growth usually requires a formal sales model, an experienced and disciplined sales team, and a well-defined process to meet your new goals and demands.

Sales 147