Mark Suster authors “Both Sides of the Table” and is one smart dude. He’s posted a number of articles are selling for start-ups that are worth a read, but in each of his posts, I think he’s left out a few critical parts of the puzzle – how to execute on his advice. Many start-ups […]
VIEW POSTYou might know Hans Rosling of TED.com fame for his presentation with the best stats you’ve ever seen. And while I’m not exactly hanging with Hans Rosling, I will be speaking at the TEDx hosted in San Francisco by the Hult International Business School. My topic? Well, sales of course: Death of a Salesman: Why […]
VIEW POSTCame across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about “message leakage” as the quality and delivery of the sales call. The study found that the raw count of sales calls mattered far less, and even had a negative correlation, to sales success. The most successful reps were those that successfully delivered […]
VIEW POSTWe’re lame – we didn’t post to the commonred contest. Yet, here we are with the audacity to ask for a few moments of your time because we’re two guys that worked their tail off to take 2nd place at Startup Weekend-San Jose, hacking together a working prototype and finding three pilot customers in less […]
VIEW POSTAfter walking through the sales process with a prospect over four months time, we reached the final evaluation stage. We’d previously discussed price earlier in the process (purposely on my behalf to make sure we were in range), and now it was time to determine what the final agreement and terms would look like. I […]
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