Both Sides of the Table
APRIL 3, 2014
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.
Both Sides of the Table
JUNE 30, 2013
This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Not everybody who is nice or helpful to you is your “champion.” In order for somebody with IA to be your champion he has to be actively helping you through the sales process.
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Both Sides of the Table
JUNE 13, 2013
Like most startup entrepreneurs, when I began my first company in 1999 I had no formal sales experience. And when you achieve product / market fit your company often ramps revenue very fast and you need to build an organization to address it from demand generation (aka marketing) to sales discovery to implementation and after-sales support.
Both Sides of the Table
DECEMBER 17, 2013
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. Having senior executive air cover is invaluable to help streamline these leg-breakers.
Both Sides of the Table
JUNE 23, 2013
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. But the number one reason sales stall when customers see the value in what you do is because they often don’t have a reason to buy NOW. The USP solves the, “Why Buy Me?”
Both Sides of the Table
JUNE 17, 2013
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. The best sales meetings are discussions.
Both Sides of the Table
JULY 4, 2013
This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. The first key player I talked about in the previous post was the Champion, who is a person that is rooting for you or helping you through the process and has both influence and authority – IA. (as
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