Both Sides of the Table
APRIL 3, 2014
Most technology startups seem to be funded by product people or business people. 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 boil it down to this: sales people are sales people. Here are mine.
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. We will have to build (or buy) technology in this area.” It’s too strategic.
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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 30, 2013
This is part of a series that describes a sales methodology for technology companies or frankly many other types of companies, too. Every company is inundated with products and technology so inertia takes over. In order for somebody with IA to be your champion he has to be actively helping you through the sales process.
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. ” But many people get secure in their sales process with just meeting / talking to the people who are the nicest to you. Legal – The other big roadblock in sales is the legal department.
Both Sides of the Table
NOVEMBER 9, 2012
Don’t put all your eggs in the “corp dev basket” – often deals are champions by the business units (product or sales). Remote teams can be higher retention for staff. Both can hurt you in an acquisition. If you have any problems downloading deck from above SlideShare presentation you can try this link.
Both Sides of the Table
MARCH 19, 2013
The era of VCs investing in successful consumer Internet startups such as eBay led to a belief system that seemed to permeate many enterprise software startups that hiring sales or implementation people was a bad thing. But the “no sales people” mantra isn’t what I’m here to take on. I believe it’s flawed.
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