“If you have two or three meetings and 90 percent of that time is spent showing demos and talking about the product, you’re in big, big trouble. However, if most of the conversation centers on the customers’ needs, problems, and the way they’ve tried to solve these problems in the past, that indicates that they […]
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Hiring is a two-sided market – the hiring company and the candidates. After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either galvanize growth from “start up” to “scale up,” or drag the company into startup purgatory. Founders have to sell candidates on […]
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“When you get to the product demo, the agenda isn’t just about giving a room full of people the “nickel tour” of your product. Instead, you’ve positioned the demo as a collaborative work session that will keep the sale moving and give you control of the next steps. When you talk about implementation planning, you’ve […]
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Say your goal is to hit a target of 100 outbound touches per day. Commit to 30 minutes a day for the first week, then build up to 45 minutes, then to 60 minutes. Start by nailing down 10/day. If you try to go from 0 to 100, even if you hit 90/day, then […]
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“Now when you get to the product demo, the agenda isn’t just about giving a room full of people the “nickel tour” of your product. Instead, you’ve positioned the demo as a collaborative work session that will keep the sale moving and give you control of the next steps. When you talk about implementation planning, […]
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