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. Sales

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Why Your Startup Needs a Sales Methodology

Both Sides of the Table

Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. I did have the wherewithal to visit potential customers and try to understand the pain points that I thought could be solved with our solution. question in sales.

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Trending Sources

This Startup Hacked LinkedIn To Recruit Customers & Reduce Churn


However, savvy startups can leverage LinkedIn to create a customer acquisition and a churn reduction tool. However, in some cases, especially with its larger customers, the company displaces a competitor. A version of this article previously appeared in Forbes.

How to Shorten Your Sales Cycle and Avoid Wasting Time

Both Sides of the Table

One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. Sales & Marketing Advice Startup Advice

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Your Customer Success Team Is Focusing On The Wrong Definition Of Success


He started by stating, “We track customer success.” My initial reaction was, “Great, but I am not sure that qualifies as non-obvious” but then he quickly knocked it out of the park, adding, “We define ‘customer success’ as enabling our customers to generate more prospects and close more sales.

Pipeliner CRM's Nikolaus Kimla On Moving to LA, Sales Entrepreneurship


Southern California has a growing number of companies in the customer relationship management area, including a fairly new company in the area, Pipeliner CRM ( Who are your customers? What kinds of customers use your product?

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How to Quickly Build a Customer Base With Lead Generation Tools


Tips & How To’s Beaver Builder Blog Blogging Content Development Crazy Egg digital marketing practices ecommerce GetResponse Lead Capture Strategy lead generation marketing online strategy sales Website Writing Code

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The Danger of Crocodile Sales

Both Sides of the Table

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Let’s assume you run a Customer Support software company.

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If You Don’t Respect Your Customers You Won’t Be Successful

Both Sides of the Table

I spend a lot of time with startups and thus hear many companies talk about their approach to sales and their interactions with customers. From these meetings you can really tell the leaders that care deeply about their customers and those the look down on them. Given customers & sales are the lifeblood of any organization you’d imagine everybody would respect their customers.

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Customer Validation - 33 Great Articles


I’m going to take that thought out into the field and validate it with my customers." I’ve spoken to dozens of customers, I have a validated customer persona, built an MVP to test key behavioral hypotheses, and the data doesn’t back what you’re saying."

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.

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Attract A MILLION New Customers Overnight with YouTube Marketing – Literally

Tech Zulu Event

Years before Hello Flo’s “The Camp Gyno” video existed, in 2009, Orabrush, a tongue cleaner company, was setting the precedent for what would be how to make a million dollars in ecommerce sales utilizing YouTube marketing.

How Event Farm Is Making Events A Part Of Your Sales Funnel

SoCal Tech Calendar

In the corporate world, events are more than just an event�they are opportunity to connect with your customers and turn potential customers into buyers. The most obvious, is to drive sales. We handle the digital invitation, and provide a custom branded experience, and a white canvas technology that lets someone like Facebook completely overhaul how the experience looks and feels for attendees. entrepreneur interview growth sales costello ryan farm event eventfarm

E-commerce’s Changing Landscape | Customization

Tech Zulu Event

This Black Friday we reached record retail sales at traditional brick-and-mortar stores, yet the merging Cyber Monday is proving to be a fighting younger brother. As customers shift online, retailers have no choice, to not only follow suit, but to adapt to their changing demands.

How to Know When to Sell vs. When to Market to Customers

Both Sides of the Table

This is final part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Well think of it this way – you have your sales process. You know exactly when you want to sell to this customer and presumably it’s this quarter!

Do Not Obsess On Names – Obsess On Delivering Awesome Customer Value


If Smucker’s can annually generate hundreds of millions in sales for a variety of food products, there is little risk that a mediocre company or product name will preclude you from achieving similar success. Instead, expeditiously pick a reasonable moniker and then get back to work delivering value to your customers. However, if this is true, “Aardvark” would have been a more clever choice and equally as relevant to online book sales.

Identifying Pain in the First Step in a Sales Process – Here’s How

Both Sides of the Table

In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing.

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The Biggest Reason Most Sales Campaigns Don’t Close

Both Sides of the Table

Every sales organization with more than a handful of reps or that is across multiple offices or time zones would benefit from having a sales methodology. Simply, this is identifying a customer need that has economic value to them if they can solve it.

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Why Taking Some Risks in the Sales Process Can Improve Results

Both Sides of the Table

Many people are too cautious in sales processes and as a result when they present their solutions they end up sounding milquetoast and undifferentiated from anybody else in the market. I recently wrote about the three rules of sales. The first of question is about qualifying your potential customers aka leads. That’s why anybody with real sales experience will tell you the three cardinal rules of sales, “qualify, qualify and qualify” your leads.

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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. Evangelical sales – Understanding startup sales people and process. This only works if you’re not a crocodile sales person.

What Do You Need to Do to Improve Sales? Here’s a Start …

Both Sides of the Table

I write about sales often both because it’s the lifeblood of any organization and because in my experience it is the area in which more startups are least experienced or inclined. I also write and talk about it frequently because raising capital is a part of sales and this is important for entrepreneurs to understand. To make it simple and easy to remember – there are three basic rules of sales: 1. And it’s the start of any great sales process.

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OpenX Names Chief Customer Officer


Los Angeles-based online and mobile advertising technology provider OpenX announced this morning that it has named Tish Whitcraft as the company''s new Chief Customer Officer. Whitcraft was most recently Chief Customer Officer at Tagged, and also was an executive at MySpace/Fox Interactive Media, in addition to serving as an executive at Yahoo. OpenX said that Whitcraft will head up OpenX''s partner services team, which includes support, sales engineering, and customer operations.

The One Key Person That Will Help You Improve Sales

Both Sides of the Table

This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. The “P” stands for Pain or the reason your customer needs to implement a new product.

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Verengo Solar Sells Assets In Bankruptcy Sale


Financial details of the sale were not announced. Crius Energy Corporation is a provider of electricity, natural gas and solar products to residential and commercial customers. As part of the deal, Verengo said that Crius will provide "debtor-in-possessoin" financing which will enable to the company to continue operating during the sale process.

Tips to Help you Think About Sales at Your Startup

Both Sides of the Table

Sales. It’s the lifeblood of any organization and yet most startups don’t have any sales DNA on their teams. It’s important enough that I dedicate a tab on my blog to startup sales & marketing. when is the right time to hire your first sales employee?

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Increase Your Sales Velocity By Saying No To Pilots


Indecisive prospects diffuse a startup''s focus and slow down its sales velocity. Thus, startups must quickly determine which prospects are most likely to purchase in the near term and focus their energy on delivering these prospective customers an incredible experience.

Scaling Sales: Arming & Aiming – Objection Handling

Both Sides of the Table

This is part of a series on sales & marketing. I previously covered how early phase sales teams should be “evangelical&# and consultative in nature. In the evangelical phase you’re working through these with customers on the fly.

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3 Sales Tips for Startups – Creating a Burning Platform

Both Sides of the Table

Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1. Customers seldom like to buy unless they perceive they have options.

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Startup Sales Lessons From TLC’s “Say Yes To The Dress”


If you have your eyes and ears open, you can discover sales lessons in unexpected places, including the cable TV show, Say Yes To The Dress. There are a number of solid sales techniques on display by the Say Yes team. Startup sales require high velocity.

Netflix Redux: Is It Ever OK to Fire Your Customers?

Both Sides of the Table

The remainder of this article will deal with this decision but it comes down to the different economics of DVD rentals due to “ the first sale doctrine ” which gives Netflix a complete library of films and the fact that the first-sale doctrine doesn’t apply to digital downloads.

Startup Children – How To Parent An Entrepreneur (Part II) - Sales Advice From Dr. Seuss


Man or woman, the tactics deployed by Sam are applicable to any sales situation and can be put to use by any salesperson, irrespective of their gender. The story begins with the unwitting, future customer relaxing and reading the paper. Entrepreneur Partnerships Sales The Fringe

Small Business Marketing | Get Customers versus Get Leads

Tech Zulu Event

Having paying “Customers” is what makes the cash register roar. This article will cover two things; First, the top mistakes small business owners make that end with inquiries leading you to the exit door before making a sale. The word “convince” shouldn’t exist in sales.

ShowUhow Turns To Video For Sales Leads


The firm said it has launched a new product, Reel Qualified, which it says will offer tools to engage customer prospects, capture leads, and track visitor interactions. San Diego-based ShowUhow , the provider of video applications for retailers, has turned its focus to helping those retailers engage and capture leads. The firm said the product uses professional video and QR codes to drive leads, complete with connections into

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