Startup Selling Podcast: Talking Sales with Scott Sambucci

One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process.

Consistency With Your Team

The idea of “consistency” in your team meetings is just as important as having consistency in your sales work.

SNEAK PEAK For The “Idea to Impact” Sales Training

Here is a SNEAK PEAK for the "Idea to Impact" Sales Training that I'm teaching this week.We've still got a

From Qualified Lead To Paying Customer

If you’ve been running your business for any period of time, you’ve come across the concept of a “Sales Process.”

Consistency Means Putting In The Work

For your sales process to work, you need to do the work. Every day! Consistency is doing things like...

Daily Dose: CONSISTENCY

CONSISTENCY is a principle that's made the biggest difference in my ultra-running training and my work. Consistency means putting in

Is It An Obstacle Or An Opportunity?

When you have a team member that's not performing… Is it an obstacle or an opportunity? When you have

Confirm-Ask-Explore

Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into

Converting Your Obstacles Into Opportunities

An opportunity can be to… 👉Pivoting your company 👉Taking a break from your startup 👉Trying something new The way

You Have A Decision

All of us faced a huge obstacle last year. Most of us are not where we want to be.

Spend Time With Your ICPs #Quote

"Control of your daily sales work means that you know who to qualify in and out of your sales pipeline

Taking Action = Opportunity

Thinking about all of the work that needs to be done is an obstacle. When you acknowledge the situation

Daily Dose: Obstacle or Opportunity?

When it's 3am and you can't sleep, what do you do? I had a choice – I could lay

“As the seller, it’s your job to diagnose the problem”

Diagnosing the problem is a necessary step before you can know if or how you can help your buyer. When

Three questions in the Q Framework

"The first three questions in the Q Framework will help you identify the best lead generation strategy. First, knowing what

“It is Important to Qualify Every Lead”

Qualifying your leads will speed up your sales for the right-fit prospects. If you do not have a lead qualification

Recognition of Needs

“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need. Your job as a seller is to

Daily Dose: Lead Qualification Strategy – Sales Accelerator #3

Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it. And

Using Price to Qualify Your Prospects

“You can use the “price question” to then qualify the person and the situation to know whether or not there’s

Problem Awareness vs. Unawareness

Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective

When You Know Your Customers’ Problems, You Become Their Partner

Your customers will be more honest and open with you. They’ll tell you the real issue and the politics

“Your Customer Is On Their Hero’s Journey”

Your customers are in this world where they are a hero. They have to go and fight and figure things

“Be The Mayor of Your Town”

Your town is the problem that you solve for your customers in your marketplace. Show your customers that you can

Daily Dose: Be Kind

I know you're frustrated and tired. We all are. A year ago, I packed my bags for a two-week

When You Know Your Customers’ Problems, You Become Their Partner

“If you find yourself in a situation where you feel like you have this cool technology, and you’re looking for

Problem Awareness

"Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective

There’s No Such Thing As “All” And “Everyone”

A constant question that I get is “Everything is slowing down in my marketplace, what to do if “all” of

Relationship First!

The second selling strategy in a volatile market is #Relationship. Your customers are challenged with different problems—hiring strategy, exit

Do Not Believe Everything That You Think

I am frequently asked the question “What should be my selling strategy when we’re in a volatile market?”The #1 strategy

Choose Your Market Example: Altos Research

“Our target customers knew that we had an authoritative perspective in the market. We could point them back to articles,

Get Front & Center With Your Prospects

To build an Authority Voice strategy you must get front & center with your prospects before they reach out to

Be The Voice Of Authority In The Industry

“I started working with Altos in 2007. By 2007–2009, during the housing crash, we had emerged as a voice of

Daily Dose: Selling Strategies in a Volatile Market

Here are nine tips for selling in a volatile market: Don’t believe everything you think. Relationships first. There’s no

Old Way vs. New Way

Before showing a demo to your prospects, you first need to educate them. Teach them about new ways to

Be The Industry Leader

Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem,

Most Prospects Are Still Using Old Technology

In this model, we look at the old way versus the new way of doing things. Most prospects are still using

Leading the Crusade for the Cause

You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the

Teach Your Prospects About Their Problem

57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now

Here’s What Happens If You Don’t Know the Customer’s Problem

“Me: “Hi, [his name]. Scott Sambucci from Altos Research.” Him: “We’re not interested.” Click. End conversation. Me: “Expletive! Expletive!

You Know More About The Problem Your Product Solves

You know more about the problem your product solves than anyone – that’s why you started your company in the

Pajama Prospecting…

Pajama Prospecting…One of the questions I’m getting from our coaching clients right now is…“How do I fit in my prospecting

“Now” Problem or “Later” Problem

“You might have already found yourself in this situation—you’ve talked to prospective customers and once they understand what you

Teach Your Customer About Their Problem

Once you have a clear view of the critical business issue, shift your attention to answering, “Who are we solving

Daily Dose: Show Your Authority Voice – Sales Accelerator #2

You know more about the problem your product solves than anyone – that’s why you started your company in

Problem Awareness

Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective

Taking Advantage of Levers

Would you walk away if your customers are not willing to take advantage of your levers? Or would you lose

Discipline = Decision + Accountability

A question I get all the time is – "How do you stay so disciplined? I see you get up

Focus Your Efforts Where You Are An Expert #Q&A

“Are you better at connecting with certain types of people? When you go to a conference or meet people professionally,

Exchanging Value for Value

“In a technology negotiation, playing this transparent card will help you to get to a point where you are exchanging

Most Founders Hear Advice Every Day Like This…

Most founders hear advice every day like this. “Do this, and you’ll get more leads . . .” “Make sure

Transparency With Your Prospects

“I listed out four things that we care about; volume; how much you buy, timing of cash; how fast

Leading the Crusade for the Cause

You know your prospect’s problem. You’re probably an expert in the problem. That’s why you started your company—to solve the

Ep. 119: Selling On The Problem You Solve – An Interview with Andrew Verboncouer

In this episode of the Startup Selling Podcast, I was interviewed by Andrew Verboncouer. Andrew is one of the

Pricing, Deals, and Transparent Selling

“When we hide our price, it’s actually a form of not being transparent”. -Todd Caponi In this part of my

Focused 100 Percent on a Target Industry

"Every time I would go to an industry conference, I would ask HousingWire if it would be interested in having

Racial Equality

I was one of the many who were silent. I wasn't sure what to say or how to say it.

Communicating Frequently through Multiple Channels

I developed a relationship with a COO at a mortgage company, which started off with an InMail (cold email) on

Incrementalism

“You can incrementally start by changing how you think, and then secondly, you can make a change by immersing yourself

What Problem Are You Solving?

When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently,

Narrow To One Market

“It is essential to narrow to one market segment and focus on that segment until you are 100 percent clear

Diversity In The Workplace

“We know from experience that diversity in these businesses will make a difference” -Robert Wallace In this segment of

Getting Your Company To Profitability

“Your number one priority is to get your company to profitability as quickly as possible.” -Robert Wallace In this segment

Saying Nothing Isn’t Enough

“As I looked at the faces of the young people; it was Black kids, it was White kids, it was

Ep.118: Incrementalism – Turning Struggle, Racism & Anger Into a Constructive, Productive Future: An Interview with Robert Wallace

In this episode of the Startup Selling Podcast, I interviewed Robert L. Wallace. Robert is an internationally known entrepreneur,

Finding Your First 5–10 Paying Customers

Often, startups spend too much time jumping from one lead generation tactic to the next, or they copy a lead

Building Trust

Allowing your prospects and customers to see their problems being solved, will earn their trust in your product and company.

Executing Your Prospecting Plan of Action

When you build and successfully execute your prospecting plan of action, you will get the following. 1/ Clarity: Clarity means

Friendly Buyers and Executive Sponsors

Friendly buyers show up on time, they’re prepared and they have information. Executive Sponsors have the problem that you solve,

Showing a Product Demo Too Soon

“Think of the recognition of needs stage as the “no demo” stage—I absolutely, positively forbid you to do any product

Problem = Price!

“The size of an account and the size of the price are based upon the size of the problem.”

Making an Impact, Solving Problems, and Helping Customers

Most companies have the vision to build a billion-dollar company, but really, their intention is to make an #impact, solve

Focusing on Lead Generation

To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation.

Communicating Frequently through Multiple Channels

I developed a relationship with a COO at a mortgage company, which started off with an InMail (cold email) on

“Remember when you’re a founder, job #1 is to “Survive”🚀

“Remember when you’re a founder, job #1 is to “Survive”. -Tom Searcy There are four key areas that are necessary

Ep.117: Hunt Big Sales: A Conversation with Tom Searcy

In this episode of the Startup Selling Podcast, I interviewed Tom Searcy. By the age of 40, Tom had

“Wanting” To Make Changes And Grow, Versus Being “Ready” To Make Changes And Grow

There is a HUGE difference between “wanting” to make changes and grow, and being “ready” to make changes and grow.

Finding Your Sweet Spot

"Assumedly, you started your company because you found a specific problem that the market failed to address effectively. And, oftentimes,

How to Use “Stop Hustling, Start Scaling” and Get Help along the Way…

I have a maxim with my clients. Implementing = Learning™ That means you too! You have to read the

Oftentimes Company Founders Are The “Sales Unicorn”🦄

Oftentimes company founders are looking for the “Sales Unicorn”, but sometimes the founder is the sales unicorn themselves. In this

Mythical Sales Unicorn

“These are the qualities of a sales unicorn – ✔️this is somebody who figured it out, ✔️did it all themselves,

Paying Customer Plan

"Clarity means that both you and your customer know why they will buy your product, the results they will enjoy,

Pipeline PullThrough Strategy

"Clarity in your sales pipeline means that you know all the steps that you need to take with your prospect

“We Have To Be Good Before We Can Be Good For Others”

“We have to be good before we can be good for others, and then the next extension of that

Are You Ready Grow?

“Usually the team that gets them to that 1 to 2 million is not the team that's going to get

Ep. 116: Are You Ready To Grow? An Interview with House of Revenue Founder, Mary Grothe

Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions and breaking multiple records, formed House

Clarity, Control, and Confidence

“When you use the Q Framework to develop and build your sales process for your startup—from prospecting to pipeline to

The New Path Forward: Your Sales Process

“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the

“What Do Your Prospects Moan About Over The Dinner Table”

Ask yourself what your prospects moan about over the dinner table with your partner at evenings”. In this part of

Establishing Repeatability

To establish repeatability, there are three challenges that startups need to overcome. The first challenge is focusing on lead generation.

Using Rubrics and Metrics as a Scoring System to Identify ICPs

“Before we actually spend time with this prospect, do they really match the criteria that we put time and

Price only matters in the absence of value.

“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why

“Spend Less Time Selling to People Who Aren’t Going to Buy”

“Spend less time selling to people who probably aren’t gonna buy from you and more time selling to people

Buyer Vampires think price equals cost. Executives know price equals investment.

“It’s unusual that a single person is going to be the person who is going to make the final decision

Prospecting, ICPs & What Your Prospects Moan About

“Your best-fit customers are the ones that ultimately innovate your product the best”. In my conversation with Richard Smith,

Ep. 115: Prospecting, ICPs & What Your Prospects Moan About: An interview with Richard Smith

In this episode of the Startup Selling Podcast, I interviewed Richard Smith. Richard is the Co-Founder and Head of

I Want To Be The Company Hero

“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a

Buyer Vampire 3: “Send Me a One Pager.”

“This buyer vampire is the person who says something like this: “This sounds really great! Send me a one-pager. I’ll

Are you hearing things like “seems expensive” or “we don’t have budget?”

Are your prospects telling you "seems expensive" or "we don't have budget" or "we're not adding any new costs right

Hiring Top-Level Sales Talent For Your Startup

It’s all about finding the right talent and looking at people that have done a player-coach role”. -Jeremy Macleod

Daily Dose: Hiring SDRs vs Outsourcing

Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our

Find and Sell to Individual People or Buyer Types

“In the previous chapter, we talked about the importance of identifying a specific market when you’re selling your product. You

Doing the work isn’t enough – It’s about doing the RIGHT work

Doing the work isn't enough – It's about doing the RIGHT work. In 2016, I competed in Uberman – an

The User Buyer

“The User Buyer is the person, or the team of people, who will use your product every day. Depending on

The Economic Buyer

“The Economic Buyer is the person who will write the check—the person whose budget provisions the purchase. Depending on the

Hiring SDRs vs Outsourcing

Hiring SDRs vs Outsourcing – Which option is better, and when should we bring in some help on our

The Technical Buyer

“The Technical Buyer is the buyer, or buyers, who have a particular domain expertise within their company. Their job in

Daily Dose: 3 Sales Hiring Mistakes That Kill B2B Startups (And How to Avoid Them…)

The pipeline's thin. Lead gen is a grind. You’re booking demos and slinging proposals, but deal flow is slow.

Start at the Beginning…

Start at the Beginning... It's January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn't working. After holidays

Is this you?

Is this you? I’m starting a group for February – it’s designed for B2b startups that want to grow by

Taking action on Martin Luther King, Jr. Day

On Friday, I hosted a Clubhouse room – "Tech Founders Tackling Structural Racism: Weekly Forum" (link goes to this week's

“Would You Like The Long Demo or The Short Demo?”

Lots of good conversation happening right now on Richard Smith’s post from yesterday –“Rich - please can I just have a

Tackling Structural Racism Together

I'm no more qualified to write and share this post than you or most people – I'm a 1%-er that's

11% of the year, the Status Quo Fallacy & 10 Selling Ideas You Can Use Right Now

I’m already hearing it … “Nobody’s buying this time of year…” “I'm focusing on Q1 deals now…” “My prospects

Pricing, Negotiations & The Transparency Sale

If you're in this zone where deals are coming in that are way lower than what we charge, I

Daily Dose: Start at the Beginning

Start at the Beginning... It's January 4th. The Internet is slow. Zoom keeps cutting out. Slack isn't working. After

Sales Prospecting: How to use “Permission-Based Selling”?

Good work! You’re off and running with your sales prospecting work for your startup:1/ You’ve built your target list

The Product Champion

The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to

You might not realize this…

“You might not realize this, but you have a distinct advantage right now as a startup—you don’t need that many

Doing the right work

In 2016, I competed in Uberman — an ultra-triathlon consisting of a 21-mile ocean swim, a 400-mile bike from LA

Daily Dose: Sales = (Contacts, Conversations, Conversions)

It's a simple model: 1/ Contacts – Who you contact (your target prospect) & How (how many, how often)

Finding Your Sweet Spot

“Assumedly, you started your company because you found a specific problem that the market failed to address effectively. And, oftentimes,

Start at the beginning

After holidays every year, I feel disappointed that I didn't get all the projects done I wanted during the break.

Who are the competitors in that market right now?

“If you’re unsure of the answer to this question, talk to people. For example, find people on LinkedIn and at

Being Deliberately Emergent #gofarther

I’m not a resolution kind of guy. If I really want to do something, I’ll do it whether it’s January

Ep.114: Hiring Top-Level Sales Talent For Your Startup – An Interview with Jeremy Macleod

In this episode of the Startup Selling Podcast, I interviewed Jeremy Macleod. As a proud Kiwi, Jeremy hails from

More companies die from indigestion than starvation.

“Think about Amazon. Before it sold lawn furniture, pet food, and everything else under the sun, it started with books.

How are we going to sell to all these customers?

Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem,

My two cents: “5 things LinkedIn won’t tell you”

1. LinkedIn is a “jobs site” — Disagree. While it is a jobs site for many people, it isn’t for

Ep.113: Selling with Emotion: An Interview with HelloWoofy CEO, Arjun Rai

In this episode of the Startup Selling Podcast, I interviewed Arjun Rai. Arjun Rai is an NYC based entrepreneur

Have you ever had a conversation with new prospects and feel like you’re talking past your customers, not talking with...

“They’re trying to tell you about their business and their problems, and you’re focusing on your product and how

The Ramp-Up Stage of your StartUp

“The key objective of the ramp-up stage typically is all about reaching $1,000,000 in annual recurring revenue (ARR). This is

Model > Mindset

Stop Hustling and Start Scaling In this video, I show you why and how you have to move from hustle

Ep.112: Your B2B Startup: Revenue Growth Despite Uncertainty?

In this episode of the Startup Selling Podcast, I was interviewed by Tom Pisello. Known as the ROI Guy,

Ep.111: The History of Selling & Why It Matters Now More Than Ever: An Interview with Todd Caponi, Part 2

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x

Ep.110: Finding Blind Spots in Your Sales Process: An Interview with Doug Brown

In this episode of the Startup Selling Podcast, I interviewed Doug Brown. Doug C. Brown is a highly acclaimed Sales

Daily Dose: Lead Qualification Strategy – Sales Accelerator #3

Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it. And

Ep.109: Pricing, Negotiations & The Transparency Sale: An Interview with Todd Caponi, Part 1

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x

11% of the year, the Status Quo Fallacy & Why Sales is a Numbers Game

11% of the year, the Status Quo Fallacy & Why Sales is a Numbers Game Powered by Restream https://restream.io/ I’m

I’m running a LIVE Training TOMORROW to help you convert your Q4 pipeline

I’m running a LIVE Training TOMORROW to help you convert your Q4 pipeline Powered by Restream https://restream.io/ Registration link in

Daily Dose: Show Your Authority Voice – Sales Accelerator #2

You know more about the problem your product solves that anyone – that’s why you started your company in

Daily Dose: LinkedIn Live: Funnel Filler Foundations – Sales Accelerator #1

Lead generation and filling your sales funnel is the most important sales work your startup needs do every day.

Why is it so hard to break through to the magic $1MM ARR?

Why is it so hard to break through to the magic $1MM ARR? Powered by Restream https://restream.io/ You’ve hustled &

Ep. 108: What Every Founder Must Know About Startup Sales

In this episode of the Startup Selling Podcast, I was interviewed by Scott Cowley. Scott Cowley began selling at

Ep.107: Rehumanize Your Business, Accelerate Sales & Improve Customer Experience – An Interview with BombBomb’s Chief Evangelist, Ethan Beute

In this episode of the Startup Selling Podcast, I interviewed Ethan Beute. As the Chief Evangelist at BombBomb, coauthor

Ep.106: Fewer Prospects, More Courage and How Everything in Your Sales Process Matters – An Interview with Andy Paul

In this episode of the Startup Selling Podcast, I interviewed Andy Paul. Andy has written two award-winning sales books,

Failure was always an option – That’s what made it worth trying

Failure was always an option – That's what made it worth trying Powered by Restream https://restream.io/ This is a tough

Daily Dose: LinkedIn Live: When is the Best Time to Do Your Prospecting Work?

As soon as you begin to think that there's a good time or a bad time, you've lost it. Your

Feeling scared…

Feeling scared... Powered by Restream https://restream.io/ It’s all coming together. Months of planning and training and prep. On Friday at

Sales = (Contacts, Conversations, Conversions)

Sales = f(Contacts, Conversations, Conversions) Powered by Restream https://restream.io/ It's a simple model: 1/ Contacts – Who you contact (your

“Demo” should NEVER be a stage in your sales process.

“Demo” should NEVER be a stage in your sales process. Powered by Restream https://restream.io/ In fact, your entire sales process

Lead Qualification Strategy – Sales Accelerator #3

Lead Qualification Strategy – Sales Accelerator #3 Powered by Restream https://restream.io/ Just because a lead requests a demo, doesn't mean

Daily Dose: Where’s your garage? A Startup Selling Lesson From the Trail…

Every day feels like a race when you're growing your startup. But do you have a system in place to

Show Your Authority Voice – Sales Accelerator #2

Show Your Authority Voice – Sales Accelerator #2 Powered by Restream https://restream.io/ You know more about the problem your product

Funnel Filler Foundations – Sales Accelerator #1

Funnel Filler Foundations – Sales Accelerator #1 Powered by Restream https://restream.io/ Lead generation and filling your sales funnel is the

When’s the best time to do your prospecting work?

When's the best time to do your prospecting work? Powered by Restream https://restream.io/ Right freaking now, that's when. As soon

When’s the best time to do your prospecting work?

When's the best time to do your prospecting work? Powered by Restream https://restream.io/ Right freaking now, that's when. As soon

Ep.105: The Law of Reciprocity, Physical Impressions & Baby Turtles: An Interview with Sendoso’s Nick Casale

In this episode of the Startup Selling Podcast, I interviewed Nick Casale. Nick is the Director of Sales at

Ep.104: Catapulting Past Complacency to Your Next Big Thing: A Conversation with Anthony Garcia

In this episode of the Startup Selling Podcast, I interviewed Anthony Garcia. Anthony is an expert in sales training, recruiting,

When’s the best time to do your prospecting work?

When's the best time to do your prospecting work? Powered by Restream https://restream.io/ Right freaking now, that's when. As soon

Ep.103: Using Podcasts to Influence, Create Community and Make Money – An interview with Doug Sandler, Part 2

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler. Doug has over 30 years of business experience

Ep.102: How Kindness Wins You Customers – An interview with Doug Sandler, Part 1

In this episode of the Startup Selling Podcast, I interviewed Doug Sandler. Doug has over 30 years of business

Daily Dose: Linkedin Live #1: Going from 0 to 1 at Blend

Blend officially reached unicorn status three weeks ago, with the announcement of their Series F – now valued at $1.7

Ep.101: Teaching the Next Generation Sales Force: An Interview with LSU’s Greg Accardo

In this episode of the Startup Selling Podcast, I interviewed Greg Accardo. With over 20 years of business and

Startup Selling Lesson From the Trail: Where’s your garage?

Startup Selling Lesson From the Trail: Where's your garage? Powered by Restream https://restream.io/ Every day feels like a race when

Ep.100: Thoughtful Selling & CRMs That Actually Work – A Conversation with Salesflare’s Jeroen Corthout

In this episode of the Startup Selling Podcast, I interviewed Jeroen Corthout. Jeroen is the co-founder and CEO of

Scott Sambucci – live

Scott Sambucci - live Powered by Restream https://restream.io/

Ep.99: Transparent Selling, Firmographics & Tommy Boy: A Conversation with Todd Caponi

In this episode of the Startup Selling Podcast, I interviewed Todd Caponi. Todd is the author of the 3x

Ep. 98: Shifting Your Field Sales Strategy, Leading Sales Indicators and Honey Badgers – An Interview with Steve Benson

In this episode of the Startup Selling Podcast, I interviewed Steve Benson. Steve is the Founder and CEO of Badger

Ep. 97: SDR Development and Management – Lessons in Learning & Leading with 6sense’s Ernest Owusu

In this episode of the Startup Selling Podcast, I interviewed Ernest Owusu. As the Sr. Director of Sales Development

Ep. 96: What’s in Your Water: From Performer to Data Scientist to Clean Water Expert: An Interview with Doll Avant

In this episode of the Startup Selling Podcast, I interviewed Doll Avant. Doll, Founder and CEO of Aquagenuity, is

Ep. 95: Should You Hire a Rep with a Rolodex? – An Interview with Adam Springer

In this episode of the Startup Selling Podcast, I was interviewed by Adam Springer. Adam has been the first salesperson

Daily Dose: What Should My Startup Be Doing Right Now When it Comes to Sales?

What Should My Startup be Doing Right Now When it Comes to Sales? GROW. Because that’s what your competitors are

Ep. 94: Growing Through My Career, Not Just Going Through It – An Interview with Joseph Fung

In this episode of the Startup Selling Podcast, I was interviewed by Joseph Fung. Joseph is the CEO of Uvaro,

Ep. 93: The Dark Funnel, Selling to In-Market Prospects & Bringing the Kapow – An Interview with 6Sense’s Latane Conant

In this episode of the Startup Selling Podcast, I interviewed Latane Conant. Latané was instrumental in aligning sales and marketing

Ep. 92: The Uncomfortable Conversation: Sharing My Personal Journey of Awareness, Analysis, Accountability, and Action to Fight Structural Racism, White...

This is an uncomfortable conversation, and that's why I'm doing it. Over the past two weeks, I've been watching and

Ep. 91: Sales Enablement: Which, When and How to Use Content in Your Sales Process – A Conversation with Carson...

In this episode of the Startup Selling Podcast, I interviewed Carson Conant. Carson Conant is the CEO and Founder of

Finding Customers Through Your Network…

It is rarely going to be a first or second-level connection. You will probably need to work through several layers.

Ep. 90: SaaS Growth – Sales vs Self-Serve, Internal Realities & Impact Areas: An interview with Aaron Krall

In this episode of the Startup Selling Podcast, I interviewed Aaron Krall. Aaron Krall helps SaaS companies drive more

Ep. 89: From Sales Productivity to Cold-Emailing Steve Jobs: An Interview with Jim Benton, CEO at Chorus

In this episode of the Startup Selling Podcast, I interviewed CEO at Chorus, Jim Benton. Jim joined Chorus.ai as

Finding the Sales Flow Again

How do you get back into a flow after time away from an important project or initiative? I see it

What’s the most effective method for “outbound” sales of SaaS products?

Question: What’s the most effective method for “outbound” sales of SaaS products? Answer: Good points from Jonathan, though I would label

Ep. 88: Listening for Sales – An Interview with Laura Janusik

In this episode of the Startup Selling Podcast, I interviewed Laura Janusik. Laura Janusik is a dynamic professor, trainer,

Does the salesperson really add value to his customers in B2B sales?

Question: Does the salesperson really add value to his customers in B2B sales? Answer: Absolutely, assuming the salesperson is a good salesperson.

What are some good ways to avoid asking dead-end questions? #Q&A

Question: How can I avoid getting a short, yes/no answers? Answer: If you manage the sales process question, there is

Ep. 87: Running Your Startup’s Ultramarathon Right Now: An interview with Jason Everett

In this episode of the Startup Selling Podcast, I was interviewed by Business Coach and Mentor, Jason Everett. Jason Everett

What do you need to know to try and become a SaaS Salesperson?

Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target market

Ep. 86: The Selling Formula – An interview with Brian Robinson

In this episode of the Startup Selling Podcast, I interviewed best-selling author, and coach, Brian Robinson. Brian Robinson is

How do SaaS companies typically find their first six-figure customer?

Question: Obviously, this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first “big

Ep. 85 – Self Care, Celebrating Progress, and Keeping Yourself Going in Tough Times: An interview with Neil Fontenot

In this episode of the Startup Selling Podcast, I was interviewed by Neil Fontenot. Neil is an entrepreneurial and versatile

Ep. 84: Reducing Friction in the Sales Process – An Interview with Chili Piper’s Nicolas Vandenberghe

In this episode of the Startup Selling Podcast, I interviewed CEO of Chili Piper, Nicolas Vandenberghe. Nicolas started his

Ep. 83: LinkedIn Lead Generation – An Interview with LeadCookie’s Jake Jorgovan

In this episode of the Startup Selling Podcast, I interviewed entrepreneur and Founder of Lead Cookie and Content Allies,

“What should my #startup be doing right now when it comes to #sales?”

GROW. Because that’s what your competitors are doing. Over these past 6 weeks, I’ve coached and talked with over 100

Ep. 82: Role Playing & Assessments in Your Sales Hiring Process: An interview with Aspireship’s Christine Rogers

In this episode of the Startup Selling Podcast, I interviewed President and COO of Aspireship, Christine Rogers. Christine is a

Taking the long view

I write a lot about sales and startups and making relentless forward progress. I run ultramarathons, and it might seem

Ep. 81: Founders and Their Need to Learn How to Sell in our Current Environment – An Interview with Chris...

In this episode of the Startup Selling Podcast, I interviewed author and CEO, Chris Spurvey. After consciously choosing entrepreneurship as

Daily Dose: Selling Strategies in a Volatile Market

1. Don’t believe everything you think. 2. Relationships first. 3. There’s no such thing “All” and “Everyone” 4. Christmas was

Sales Q&A For March 30

Build Your Startup’s Independence Day Plan

https://www.youtube.com/watch?v=SKMO2vdGKu0&feature=youtu.be We’re two weeks into the “Outbreak of Volatility,” and I’m reading posts every day that say – “There’s so

Selling Strategies in a Volatile Market

1. Don’t believe everything you think. 2. Relationships first. 3. There’s no such thing “All” and “Everyone” 4. Christmas was

Office Hours Live Sales Q&A

What are the best practices for sending “cold” sales emails? #Q&A

Question: The specific use case is SaaS sales but could be related to any sales process. There

Take Action: Do something, anything. Please, just start. #gofarther

I laid in bed this morning, vacillating between conscious states for nearly 40 minutes before I pulled myself out from under the

Quit blasting emails. Force concentration instead.

“A startup is not a smaller version of a large company.” – Steve Blank This goes for the sales funnel.

Daily Dose: Elevate Yourself with a Strong Peer Group — Startup Lessons from the Trail

A huge challenge in running a startup is the isolation that goes with it – building strategies, figuring out to

Build Your Sales Plan: A Startup Selling Lesson from the Trail

I’m a planner. Months ahead of my ultramarathons, I search for race reports from past years. I research the course

Daily Dose Podcast — Elevating to the Next Level: When Peaks Become the Start for the next Breakthrough

No more $10 ice cream sandwiches. It’s been two weeks since I finished the Tarawera 100 – a 100-mile ultramarathon

Information is easy— Implementation is hard.

It’s time to stop being a reader and start being an implementer. One of the most challenging aspects about building

Dials to your startup’s sales process

Think of each of these three systems as dials to your startup’s sales process. Your job is to turn these

Paying Customer Plan

The key measurements to track are: Price Per Customer: As you continue to establish your product’s worth to each new

A paying customer plan is . . .

This is the development and implementation action plan with your target customer to move them from their purchasing decision to

Selling System 3: Paying Customer Plan

“This is why we do what we do, right? The entire sales process from lead generation to product demos to

When you build and successfully execute your pipeline pull-through strategy, you will get the following:

Clarity: Clarity in your sales pipeline means that you know all the steps that you need to take with your

Daily Dose: Do The Work

I’m 10 days from my next ultra-marathon — the Tarawera 100. The locals refer to it as “the miler…”

The Q Framework questions you need to know are . . .

Where are you with each sales opportunity? When is the next step in the sale? This is important because your

A pipeline pull-through strategy is . . .

Your company’s process for moving your qualified sales opportunities through your sales pipeline. Think of this as your “sales map”—all

Selling System 1: Prospecting Plan of Action

Top-of-the-sales-funnel work is focused on generating qualified leads through daily marketing and sales activity, such as the following. • LinkedIn

Pipeline Pull-Through Strategy

Moving your qualified leads through your sales pipeline requires that you have a clear strategy for taking customers from qualified

Daily Dose: Decisions That Simplify

Zach Stein joined me on my podcast, describing the decision-making frameworks he used as CEO at Osmo. (Check the comments

The key measurements to track when using a Plan of Action:

Lead Development Rate: The rate at which you are generating leads for your target market. Depending on your capacity, time

A prospecting plan of action is . . .

A master plan that describes the regular activities that you and your team deploy on a daily, weekly, and monthly

How are you finding your first customers?

“At the earliest stage of your company when you’re finding your first 5–10 paying customers, those first customers should come

“Daily Dose: Having Time vs Making Time: A Lesson from the Trail”

I’m two weeks from the Tarawera 100-miler and I’m asked all the time – “How to do have the

The Startup Selling Sales Funnel + the Q Framework

The three phases of the sales funnel are listed here. 1. Prospecting Plan of Action: This is where you’re finding

Pilot vs. Proof of Concept vs. Beta

“The scale from “complete sale” backward might look like this. 1. Full implementation 2. Partial or phased implementation 3. Pilot

Keep Your Pilots Short and Small

“The first principle for a successful pilot is to keep it small and short— as small as possible and as

Pilot Programs Enable You to Prove Success

“Think about a new show on TV – the television network won’t know how the audience will respond until the

Ep.80: Part 2: Bonus Track! Product Demos, Lead Qualification & More Sales Talk with Richard Smith

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years

Pilot Programs Build Trust

“Running the pilot program allows the customers to see their problems being solved, thereby earning their trust in your product

Pilot Programs Reduce Risk

“Even if your sales prospects love your product and your approach to solving their problems, they just don’t trust you.

Pilot Programs Shorten Your Sales Cycle

“You have probably noticed in some of your early selling that the sales cycles for selling to large companies can

Pilot Programs Enable You to Vet Your Opportunities

“If you’ve been selling your product for any amount of time, you’ve gotten to a point where you’re juggling multiple

Six Reasons for Selling Pilot Programs

By first implementing our product on a small scale in an actual working environment, the customers can see how it

Ep. 79: Part 1: Meaningful Sales Conversations – An Interview with Richard Smith

In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years

The Weekly Planner

“This version of an implementation plan is more specific and is more representative of a functional work plan that your

More Benefits of Using the 7×1 Framework

The 7x1 framework also future paces the prospective customer about the additional people and resources that will be needed to

“Daily Dose: The past is the past”

The past is the past – Startup Lessons from the Trail If you've watched my videos lately you know that

The 7×1 Framework

The 7x1 framework is designed for earlier stages in the sales process. As soon as you have someone who is

“Daily Dose: One Step at a Time”

I just signed up for my next ultra marathon – it's in February down in New Zealand. This past

Building Your Implementation Plan

"There are a couple of ways to construct your implementation plan. The first is less formal and designed for use

Ep. 78: Signals, Places & Intent: Using Data Insights to Find Your Target Prospects – An Interview with Mark Colgan

In this episode of the Startup Selling Podcast, I interviewed TaskDrive's, Chief Revenue Officer, Mark Colgan. Mark has over

The start of your work together

“In the sales world, too often we hear about “closing the sale” and “getting to the finish line.” Guess what?

Sales Process

During the sales process, your prospects are asking themselves (sometimes you) questions about product features and functionality and also asking

The 10x ROI Rule

When selling your product, you should be able to show at least a 10x return on investment (ROI). In many

“Daily Dose: Dude – Are you good?”

“Dude – Are you good?” This kid was 8-years-old and he needed to know. This was serious business – a

Companies Buy Solutions, Not Products

Once you’ve identified what problem your product solves, companies will buy answers to those problems. Consider again the question from

Delivering the outcome the company wants and needs

“Have you ever had a situation where you know you’re talking with the right buyer at the right company who

Accessing Customer Data

This step is important, because it’s an accumulation of a few of the previous steps. By accessing your prospective customer’s

Communicating Frequently through Multiple Channels

Early in the sales process, you’ll likely communicate rather formally with your prospect via email, and the responses might be

Signing a Nondisclosure Agreement

“A second milestone that I like to use for larger enterprise sales is the signing of a nondisclosure agreement (NDA).

Completing a Homework Assignment

This is exactly the way it sounds—you give your prospective customers a little bit of work to do to gauge

Ten Examples of Checkpoints and Milestones

Think of these checkpoints and milestones as metrics, signals, and indicators that you’re advancing each sale. These vary across companies

Ep. 77: Name It To Tame It, Asking Questions & Making Tough Decisions – An Interview with Zach Stein

In this episode of the Startup Selling Podcast, I interviewed former CEO of Osmo Systems, Zach Stein. Zach is

Maintaining Control of the Sale

“In this case, when the prospect asked you to “circle back in a week to set up a demo with

Distinguishing between Continuations and Advances

Think about your most recent sales call or meeting with a prospective customer. Got it in your mind? Now, answer

Building Repeatability

“Creating a standardized list of checkpoints and milestones in your sales process allows you to establish repeatability. Over time, as

I don’t want to be a marshmallow!

https://youtu.be/dfxcMgJ2QAA My son was having a rough morning. He was awake at 5:07am (which is better than the 4:45am wakeup

Ep. 76: Being a Sales Sherpa, Effort vs Results & Networking The Right Way: An Interview with David J.P. Fisher

In this episode of the Startup Selling Podcast, I interviewed keynote speaker, sales coach, and author, David J.P. Fisher. David

Reasons to Establish Checkpoints and Milestones in Your Sales Process

Reason 1: Measuring Progress “Often, it’s hard to be objective because we have so much enthusiasm about our product and

When is the next step in the sale?

“Think of the sales process as knowing the checkpoints and milestones in your sale or knowing when the next step is in

The Q Framework sales Process

What we need to do is develop a system that identifies checkpoints and milestones along the way for each sales

Enterprise Sales

“One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process.

The Seven Rs of Customer Success

During implementation, focus early and often on the seven Rs of customer success.These are: 1. Reconfirm: Give your customers confidence

Stage 4: The Implementation Stage

The transition from ‘resolution of concerns’ to ‘implementation’ is often subtle. The reason it can be subtle is that we’re

Ep. 75: LinkedIn for LeadGen & How to Support the Women on Your Team – An Interview with Sarah Tuneberg

In this episode of the Startup Selling Podcast, I interviewed Sarah Tuneberg, Co-Founder and CEO at Geospiza. She leads an

Stage 3: Resolution of Concerns

“In the resolution of concerns stage of the sale, you’ll receive objections about your product, capabilities, and company. If you

Confirm-Ask-Explore Framework

“Before showing your product in the business demo, make sure to collect all your findings and gain agreement from the

Pitfalls to Avoid during the Recognition of Needs Stage

“The two biggest mistakes most salespeople make in the ‘Recognition of Needs Analysis’ stage are these: 1. Showing a product

Stage 2: Evaluation of Options

The second stage of the sale is ‘evaluation of options’. Just like the name of this stage indicates, this is

The Confirm-Ask-Explore Framework

“Asking the right questions, the right way, is critical in the recognition of the ‘needs stage’ of the sale. Confirm-Ask-Explore

Innovators vs. Laggards

“As a startup, you’re looking for “innovators” and “early adopters” as your first customers — companies and executives actively seeking

Episode 74: Creating & Delivering Killer Product Demos: An Interview with Oscar Santolalla

In this episode of the Startup Selling Podcast, I interviewed Oscar Santolalla, Author and Sales Engineer at Ubisecure. Oscar

Problem Awareness

"Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective

Stage 1 of the Enterprise Sale: Recognition of Needs

“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need. Your job as a seller is to

The Four Stages of the Enterprise Sale

Neil Rackham and his book, Major Account Sales Strategy, influenced much of what I’ve learned about the stages of the

Sales pipeline can be a frustrating process

"Managing your sales pipeline can be a frustrating process, especially when you’re relying on the buyer’s process for buying. The

Buyer Vampires think price equals cost. Executives know price equals investment.

“It’s unusual that a single person is going to be the person who is going to make the final decision

Price only matters in the absence of value

“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why

Words of a Buyer Vampire

“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can

How Do You Price Your Product?

“Well, look, how do you price your product, or what are some of the factors that go into pricing?” That’s

Episode 73: 5 Phases of Early Company Growth, the Frankenstein Job Posting & Gifting Ownership: An Interview with Brett Gilliland

In this episode of the Startup Selling Podcast, I interviewed Brett Gilliland, Co-Founder & CEO at Elite Entrepreneurs. As

The Five P’s of Buyer-Problem Qualification

As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram

The Product Champion

The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to

Selling Early Versions of our Product

“At Blend, I was selling early versions of our product to the top 50 mortgage lenders in the US. Most

Relentless Forward Progress

Relentless Forward Progress — Lessons from the Trail Cuddled in a sleeping bag around me in the back of my

The Technical Buyer

“The Technical Buyer is the buyer, or buyers, who have a particular domain expertise within their company. Their job in

Episode 72: Transactional vs Relational Sales, and Managing Your Sales Team’s Key Activities: An Interview with Joe Curtis

In this episode of the Startup Selling Podcast, I interviewed Joe Curtis, Chief Operating Officer at Pango Group. Joe expertly

The Economic Buyer

“The Economic Buyer is the person who will write the check—the person whose budget provisions the purchase. Depending on the

The User Buyer

The User Buyer is the person, or the team of people, who will use your product every day. Depending on

Discovery Call

“When selling enterprise solutions, such as data, analytics, and consulting while at CoreLogic and large-scale enterprise software at Blend, I

Buyer Vampire 1: “How Much Is It?”

“Ever had a situation in which you’re talking to new prospects and five minutes into the conversation, they ask, “This

Episode 71: The REPLY Method for Prospecting & Cold Outreach: An Interview with Jason Bay

In this episode of the Startup Selling Podcast, I interviewed Jason Bay, Chief Revenue Officer at Blissful Prospecting where he

Buyer Vampires

“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can

Most of the people who you encounter aren’t buyers…

“As you’re engaging with your prospective customers, most of the people who you encounter aren’t buyers. They might think of

Many companies in various industries probably suffer…

Many companies in various industries probably suffer from the problem you solve, and the more you search for the problem,

You might not realize this…

You might not realize this, but you have a distinct advantage right now as a startup—you don’t need that many

Who are the competitors in that market right now, and how are they solving the problem that you’ve identified?

If you’re unsure of the answer to this question, talk to people. For example, find people on LinkedIn and at

Episode 70: Customer Success Leadership, Ownership & Responsibility to Your Customers – A Conversation with Leah Chaney

Today’s guest is Leah Chaney, CCO, and Co-Founder at BetterGrowth. Leah is a Customer Success pioneer with almost two decades

More companies die from indigestion than starvation

“Think about Amazon. Before it sold lawn furniture, pet food, and everything else under the sun, it started with books.

Grilled Cheese Saturdays & the other half of life

Last night, I got to thinking about all of the “life” I have outside of work every week a partner,

Finding Your Sweet Spot

Assumedly, you started your company because you found a specific problem that the market failed to address effectively. And, oftentimes,

Narrowing Your Target Market

Now . . . here’s the thing. Narrowing your market can take some time. It was really hard in the

Episode 69: Fix the Track or Get Off the Vehicle – A Conversation with Dan Martell

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Dan Martell. Dan is

The Q Framework: The Seven Questions on the Ramp to Repeatability

The Q Framework uses seven key questions to help you identify exactly where you are with every sales opportunity and,

Episode 68: When, Who & Where to Hire Your Startup’s Sales Team: An Interview with John Messina

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with John Messina. John currently

The Scale-Up Stage of your StartUp

“Whether a startup leverages investor capital or reinvests its own cash flow, once repeatability is established, the startup is ready

The New Path Forward: Your Sales Process

“By now, you’ve probably identified a couple of places where your startup is struggling right now. Maybe you’re in the

The Ramp-Up Stage of your StartUp

“The key objective of the ramp-up stage typically is all about reaching $1,000,000 in annual recurring revenue (ARR). This is

What Problem Are You Solving with your StartUp? #2

Have you ever had a conversation with new prospects and feel like you’re talking past your customers, not talking with

What Problem Are You Solving with your StartUp? #1

“When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently,

staying SANE

Every time I tackle the next big challenge, I want to feel SANE – Scared. Anxious. Nervous. Excited. Feeling these

Episode 67: Condoms, Storytelling & Enterprise Sales: An Interview with Susan Lindner

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with master storyteller and

Here’s What Happens If You Don’t Know the Customer’s Problem

“While at Altos Research, I was working on a sales opportunity with one of the largest investment management firms in

Episode 66: The Sales process – MQL to SQL best practices, qualification, etc.: An Interview with Erik Bulichi

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with another guest from

Episode 65: A Human Approach to Sales: An Interview with Jonathan Soares

In this episode of the Startup Selling Podcast, I had the privilege of sitting down with Jonathan Soares. Jonathan is

Breaking Through Upper Limits

If you want to grow your startup and grow as a person, everything HAS to change. But the question is

Episode 64: Iterative Outbound Emails, Subject Lines That Work & The 3% Rule: An Interview with Alex Berman

In this episode of the Startup Selling Podcast, I sat down with Alex Berman. Alex is the chairman and

Episode 63: Social Selling Strategies Using LinkedIn, Video & More: An Interview with Autoklose CEO Shawn Finder

In today’s guest episode I had the privilege of sitting down with CEO and Founder Shawn Finder as we discussed

Episode 62: Pleasant Prospecting, Spinning Plates & The Engagement Pyramid: An Interview with Marylou Tyler

We have a first in today’s episode! It’s our first returning guest. Joining me on the show today is Marylou

The path to $1 billion: 3 key themes from the early days at Blend

If you’re in the FinTech space, you’ve probably heard about Blend’s recent Series E funding round. I was fortunate enough to

Episode 61: Using Podcasts In Your Sales & Marketing with BeMyGuest’s Erik Jacobson & Jonathan Barshop

In today’s podcast, we have with us Erik Jacobson and Jonathan Barshop with BeMyGuest. Erik Jacobson spent three years learning

The Buyer Mapping Exercise for Enterprise Sales

I ran a sales training yesterday, and I walked the group through an exercise called “Buyer Mapping” and I wanted

Episode 60: Making Sales the Priority & The Goldilocks Rule – Designing Your Selling Systems: An Interview with Paul Rush

Today’s guest is Paul Rush, founder of Substantial – a digital design agency based in Seattle, Washington. Substantial is a

Episode 59: Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100

Today’s episode is a very special edition because it relates to my personal life and the lessons learned from it.

Episode 58: Build & Manage Your Startup’s Hiring Process – An Interview with Lever’s Kelly Del Curto

In today's podcast, we have with us Kelly Del Curto, Director of small business and corporate sales at Lever, the

Ep 57: Removing the Digital Shroud – Why You Should Run Live Customer Events, Plus How To Do It

In today's episode Stephen and I will be discussing 'Live Events' – why should you run live events for both

Do You Have Blue Dots or Purple Dots in Your Sales Pipeline?

This weekend, I came across a 2018 study published in Science magazine – "Prevalence-induced concept change in human judgment,” by David E. Levari,

Are You Putting Yourself First? (The One Thing That We Rarely Do as CEOs and Founders)

You push and you push to make your startup grow. But are you thinking about the effects you’re having on

The Reality of the Distance: The Long F&cking Road Ahead – Startup Lesson #3 from the Bryce Canyon 100

[This article is part of a series in which I’m sharing my Startup Lessons Learned from a 100-mile ultramarathon I

Knowing What’s Ahead Makes It Even Tougher – Startup Lesson #2 from the Bryce Canyon 100

[This article is part of a series in which I’m sharing my Startup Lessons Learned from a 100-mile ultramarathon I

The Daily Dose #19: Keeping Consistent – Motivation vs Discipline: A Daily Dose Edition

In this episode, Stephen and I discussed the importance of consistency and defining the importance of Discipline vs Motivation. Discipline

Starting the Journey: From Excitement to Reality – Startup Lesson #1 from the Bryce Canyon 100

[This article is part of a blog post series in which I’m sharing my Startup Lessons Learned from a 100-mile

Intelligent Pricing (And How Your Pricing Strategy Might be Killing Your Business)

In a recent podcast, we spoke to Patrick Campbell about how to create a pricing strategy. This article summarizes some

The Seven Places in Your Sales Funnel and Go-To-Market Operations That You Need to Track

Tracking can make a huge difference to startups. This article summarizes a recent interview we held with go-to-market operations expert

Why Putting Your Self First is Important For Your Team

As a startup founder, you have undoubtedly dealt with a big issue… Your business has started to grow and you

Cold Emailing (The 7 Cardinal Rules That You Have to Follow)

Sales leaders may find themselves struggling to get their teams to execute an effective cold emailing strategy. In a recent

The One-Hour Question (And How it’ll Help You Learn More About Your Team)

When was the last time that you sat down and had real conversations with the people on your team? As

Andy Mowat’s Advice for Keeping Up to Date With Your Deal and Pipeline Quality

Are you tracking your deal quality? What about pipeline stages? Tracking can make a huge difference to startups. In a recent

Two Great Strategies for Cold Emailing

Sales experts around the world usually struggle with the concept of cold emailing This is very understandable, as it is

Ep. 56: The Process is the Process – A Daily Dose Edition

The process is the process! In today's episode of the Startup Selling podcast, we did a Daily Dose edition. Stephen

How to Write an Effective 125-Word Sales Email

Can you write an effective 125-word sales email? Data shows that 125-word emails yield a 51% response rate. Surprised? Email

Reducing friction points for inbound sales leads

On one of our weekly coaching calls yesterday, a client shared how they were struggling to convert their inbound leads

Ep. 55: When & How to Use Cold-Calling, Partnership Programs & Vetting Your Sales Hires: Live Sales Q&A

Today's episode is a little bit of an experiment. Every month I run what's called a Live Sales Q

Why Your Sales Team Should Be Six Months Ahead of Your Product

I remember one particularly cold, gray January day, sitting in a conference room atop a Manhattan high-rise while I was

Hustling Happy | Startup Selling

Most of the time, I’m all about systems, efficiency and predictability. But sometimes hustle is just something you gotta do.

What do trekking poles have to do with startup selling?

I did a 50k trail race this weekend. I know… I know… It’s just what I do… My wife tells

Why Your Q4 Selling Starts Now

If I was leading sales at an enterprise/B2b startup, there’s one thing I’d be hammering to my team this month

Be The Leader Your Prospects Need You To Be

It all started so positively. The prospect was excited to talk after they filled out the “I’d like more info”

Ep. 54: Acquire, Activate & Accelerate Your Digital Marketing Leads – An Interview with Howard Kingston

“The real secret to growth hacking is repeated experiments.” - Howard Kingston Today’s guest is a Digital Marketing Expert and

Is it time? Reset. Reboot. Restart.

It’s all come to a head. It’s all too much to handle. Too many “we gotta do this” to-dos on

Ep. 53: You Are Not Alone – Why We Do This, with Scott Sambucci

This episode is going to be more of a human to human conversation. As an entrepreneur, you're always expected to

Ep. 52: Amplifying Revenue With Go-To-Market Operations: An Interview with Culture Amp’s Andy Mowat

Welcome to another episode of the Startup Selling Podcast! In today’s episode, we have Andy Mowat, the VP of Growth

Ep. 51: Simple Actions to Increase Your Sales Pull-Through: An Interview with Selling Boldly Author, Alex Goldfayn

Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Alex Goldfayn. Alex is a global

Ep. 50 – For Sales Leaders: Ideas to Help Your Sales Team Be More Productive

Welcome to another episode of the Startup Selling Podcast. Today’s episode is a bit different because there’s no special guest.

5-Risks Of Hiring A Salesperson at Your Startup

Hiring any salesperson too soon. If you've yet to acquire paying customers, then it's too soon. You're still in Customer

Ep. 49: Building Your Channel Partnerships The Right Way with Matthew Harrell – Google’s Head of Cloud Channel Business

Welcome to another episode of the Startup Selling Podcast. Today we have Matthew Harrell as our special guest. He is

Ep. 48: Head, Heart & Gut: Building an Entrepreneurial Organization – An Interview with Shannon Waller

Welcome to another episode of the Startup Selling Show - Talking Sales with Scott Sambucci... in today’s episode we have

Good salespeople are not “salesy”

Salespeople are masters at taking the right actions, listening to customers, asking questions, and implementing a clear strategy. Most of

The 4 Ps to Perfect Product Demos

Do you spend a lot of time and effort building the perfect demos? ….Only to get: “This looks pretty cool,

3-part pricing structure

1) Configuration & Implementation, 2) Platform & Users, 3) Professional Services 1 - Configuration & Implementation - This is all

Pick. Up. The. Phone.

“The prospect asked me a question [or a bunch of question...] via email about... Price, Product, Integrations, timing, etc. etc.

How to run successful pilots

Build a PIT Crew – A Project Implementation Team Most of all, get your customer ACTIVELY involved – give them

Facebook Video 268422473806995

Ep. 47: From Users to Customers in 3 months & Startup to the Inc 5000 in 3 years: An Interview...

Welcome to another episode of the Startup Selling Podcast, in today’s episode we have Brandon Bruce the Co-Founder

Finding Customers At Conferences

You need not attend. Simply go to the event website and find the speaker and attendee list. These people are

How Swimming Across Lake Tahoe Parallels Startup Selling #4

You need a team. And unequivocal support from your loved ones. The more I prepared for this swim, the more

How Swimming Across Lake Tahoe Parallels Startup Selling #3

You’ll be shocked by who’s willing to help you. I needed some help finding a kayaker, and Tom found Kathy

How Swimming Across Lake Tahoe Parallels Startup Selling #2

Take it one stroke at a time. When you’re starting a 10.5 mile swim, it’s easy to think about the

How Swimming Across Lake Tahoe Parallels Startup Selling #1

You start in the dark. “Meet at the dock at two o’clock and we’ll start the swim at three,” Tom

Finding Customers Through Your Network…

It is rarely going to be a first or second-level connection. You will probably need to work through several layers.

Ep. 46: Pattern Interrupts, Personas vs Titles and Warm Calls: An Interview with SDRemote Co-Founder Niko Hughes

In today’s episode of the Startup Selling Show we have Niko Hughes. Niko is the Co-Founder and COO of SDRemote.

Ep. 45: Company Culture, Experiential Incentives & the Backward-Bending Labor Supply Curve: A Interview with Disco Co-Founder Justin Vandehey

Justin Vandehay, along with his brother, Jeremy, Co-Founded Disco. Disco is a software company focused on helping teams appreciate each

Ep. 44: Post-Sale Product Adoption & Usage, Tribal Cultures & Success Metrics: An Interview with Xan Gentile, Head of Account...

In today’s episode of the Startup Selling Show we have Xan Gentile. Xan is the Head of Account Management at

Ep. 43: An interview with David Dulany The CEO and Founder of Tenbound and The Sales Development Conference

Today’s guest is David Dulany, he’s the CEO and founder of Tenbound, which is a consulting and training firm that

Facebook Video 2013045085433422

Let’s do this! 3 more sleeps until Monday’s Startup Selling Sa…

Let's do this! 3 more sleeps until Monday's Startup Selling Sales Intensive.

Ep. 42: The Selling Process vs The Buying Process in the Enterprise Sale: An Interview with PatientPing’s Head of Growth,...

Today’s guest is Brian “I Help Startups Grow” Manning, he’s the Head of Growth at PatientPing which is a company

Ep. 41: Lessons Learned from Raising $100M, Interviewing over 1000 Sales People and carrying a $25M Quota: An Interview with...

Today we have Kris “Speedhunter” Duggan on the Startup Selling Podcast. “If you’re not a sales-oriented founder, sales is a

Ep. 40: Financial Literacy for Startup CEOs: Buy-Sell Agreements, Key-Man Insurance, IULs & More: An Interview with Tim Phebus from...

On today's episode, I chat with Tim Phebus. Tim is an expert in financial planning and helping individuals, families and

Ep: 39: Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring

Today's guest is Wayne Herring. Wayne is an expert on coaching business owners on how to build, grow and manage

Sales Tip of the Day: Finding the Sales Flow Again

How do you get back into a flow after time away from an important project or initiative? I see it

Running 100 Miles: Lessons for Scaling Your Startup

Last month, I ran the Zion 100 – a 100-mile ultra marathon in the Southwest Desert near Zion National Park.

Growing your startup from idea to IMPACT, and why hustle & hard work isn’t enough.

Growing your startup from idea to IMPACT, and why hustle & hard work isn't enough.

The Q FRAMEWORK: The 7 Questions to Gain More… CLARITY, CONTROL & CONFIDENCE in your Startup’s Sales Process.

The Q FRAMEWORK: The 7 Questions to Gain More... CLARITY, CONTROL & CONFIDENCE in your Startup's Sales Process.

Episode 7: What are your Constraints?Why Hustle isn’t enough… LIVE Sales Q&A with Scott Sambucci

Episode 7: What are your Constraints?Why Hustle isn't enough... LIVE Sales Q&A with Scott Sambucci

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The 4 P’s to The PERFECT Product Demo

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Episode 38: Sales Compensation – Buying Persuasion Labor, The Cost of Selling & Paying Market Makers for your Startup: An...

My guest David Cichelli is the leading expert when it comes to sales compensation. His book - Compensating the Sales

Episode 37: How to Add Video to Your Sales Arsenal – An Interview with Stacy McKenzie

This episode of the Startup Selling Podcast focuses on how video affects the sales process. We talk about how to

Session #6: LIVE Sales Q&A with Scott Sambucci Topic: Building Your Sales Team

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The Startup Selling Sales Intensive in San Francisco

Just one week to go before the Startup Selling Sales Intensive in SF. Here's what you can expect from me,

Episode 36: Recommendations To Startup Founders On How To Structure Outside Sales with Steven Benson

Badger’s tag line is “automating busy work for outside sales reps to save ten hours a week.” Badger is #1-selling

LIVE Sales Q&A with Scott Sambucci

Episode 4: LIVE Sales Q&A with Scott Sambucci (FYI - camera set up in the first 20 seconds... 🙂 Today's

Are you willing to get uncomfortable? Do three things you can do TODAY to make your company, or yourself, better.

Episode 35: The ONE Sales Activity In Your Company That Matters Most with Scott Sambucci

Today’s featured guest is Scott Sambucci--your podcast host and Sales Geek extraordinaire. He has spent more than two decades building

Ask Scott: Live Sales Q&A with Scott Sambucci Installment #3: Live From Dreamforce in San Francisco

Ask Scott: Live Sales Q&A with Scott Sambucci

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Episode 34: What is Customer Success and Why is it Important?: An interview with John Roberts

John Roberts founded Successly in 2016, a company dedicated to helping Customer Success teams make a big impact. John recently

Ask Scott: Live Sales Q&A with Scott Sambucci

A Special Message for my friends at the TINC Program about Monday’s Startup Selling Workshop

A Special Message for my friends at the TINC Program about Monday's Startup Selling Workshop

Ask Scott: Live Sales Q&A with Scott Sambucci

Got a Sales Question? Then join me for "Ask Scott: Live Sales Q&A with Scott Sambucci" on Wednesday, October 25th

FAQs: The Startup Selling Intensive on Oct. 16th in San Francisco

What are the typical top sources for the first $100k of revenue for customers in early-stage SaaS companies?

Question: What are the typical top sources for the first $100k of revenue for customers in early-stage SaaS companies? Answer:

3 Reasons Why You Should Only Run PAID Pilots With Your Prospects (Hint: if it’s not paid, it’s just a...

3 Reasons Why You Should Only Run PAID Pilots With Your Prospects (Hint: if it's not paid, it's just a

What’s the most effective method for “outbound” sales of SaaS products?

Question: What's the most effective method for "outbound" sales of SaaS products? Answer: Good points from Jonathan, though I would

At the Nordic Innovation House

The Startup Selling Workshop & The HealthTech Nordic Community

As a consultant, how can I improve my presentation skills in front of an executive audience?

Question: As a consultant, how can I improve my presentation skills in front of an executive audience? Answer: Certainly not

Handling Objections: Those pesky last-minute questions from your prospects…

Handling Objections: Those pesky last-minute questions from your prospects...

Prepping for “The Big Meeting” – One key trick to make the most of your time

Prepping for "The Big Meeting" - One key trick to make the most of your time

Product Marketing: We are an early stage software company and our solution falls at the intersection of a couple of...

Question: Product Marketing: We are an early stage software company and our solution falls at the intersection of a couple

Remember your progress, because it matters.

What do you like most about networking with people?

Question: What do you like most about networking with people? Answer: That I learn something new from every conversation, even

What is the ideal structure of a web marketing team in a mid-sized B2B company?

Question: What is the ideal structure of a web marketing team in a mid-sized B2B company? Answer: As small as

What are the basics of marketing a B2B product online?

Question: What are the basics of marketing a B2B product online? Answer: Find your voice. It used to be that

“What’s the best way to convert sales leads from our trade show booth?”

"What's the best way to convert sales leads from our trade show booth?"

“What do I do if I can’t access to the final decision-makers on the sale?”

"What do I do if I can't access to the final decision-makers on the sale?"

I am new to technology sales. As an offshore enterprise software services vendor, how can I effectively answer the following...

Question: I am new to technology sales. As an offshore enterprise software services vendor, how can I effectively answer the

The 3 Key Elements to a Product Demos That Sell

What’s the best way to plan out my weekly sales focus, especially when I’ve got the rest of the business...

"What's the best way to plan out my weekly sales focus, especially when I've got the rest of the business

The 4 Key Questions to Build Your Sales Process

Should I set up a Reseller Programs for my startup?

"Is it too early to set up a Reseller Program for my startup?" In helping clients build their 100-Day Sales

Should I run my startup full-time or part-time?

Question: I'm going to run a startup, but I am struggling on whether to go full-time or do part-time. I

Should early stage startups worry about generating revenue? Why or why not?

Question: Should early stage startups worry about generating revenue? Why or why not? Answer: Yes, absolutely, and as early in

The 60-Day Sales Sprint: Sell Your Way to Series A

The 60-Day Sales Sprint: Why you need to reserve your spot for the "Sell Your Way to Series A Workshop"

Is LinkedIn a worthwhile networking tool?

Question: Is LinkedIn a worthwhile networking tool? Answer: Yes, depending on your definition of "networking." Personally, while I always enjoy

Sales Lead Qualification: The 4 Ps of Problem-Prospect Fit

Sales Lead Qualification: The 4 Ps of Problem-Prospect Fit Lead Qualification is one of the most important and challenging parts

What are some solid ways to do customer development for a startup?

Question: What are some solid ways to do customer development for a startup? Answer: On the tactical side, I developed

Should I accept people’s invitations on LinkedIn who I don’t know but they have a pretty good profile and similar...

Question: Should I accept people's invitations on LinkedIn who I don't know but they have a pretty good profile and

What are your top sales objectives in 2017?

Question: What are your top sales objectives in 2017? Answer: My top sales objective for 2017 is to 3x REVENUE

When do growing companies usually create sales quotas?

Question: Does it usually revolve around a level of revenue, number of salespeople, number of total employees, or something else

What are the best approaches to find guest bloggers who are interested in writing about apps, SaaS and tools?

Question: We just launched our blog for a new social bookmarking platform for Apps, SaaS and Tools. I'm trying to

Ahhhh!!!! I cannot STAND this…

Ahhhh!!!! I cannot STAND this...

What are the biggest challenges and inefficiencies you see in enterprise sales?

Question: What are the biggest challenges and inefficiencies you see in enterprise sales? With a focus on business to business

What tools/software do salespeople use to stay motivated/productive?

Question: Everyone has a CRM of some sort but I'm looking more for a piece of software that would allow

5 Lessons Learned from last night’s Portland Timbers match

My sister scored tickets to last night’s the Portland Timbers match. Despite what I knew would be a fun and

Facebook Video 1621956334542301

My skillset is in sales/bizdev. For our new startup, is it best I stay focused on just that or should...

Question: My skillset is in sales/bizdev. For our new startup, is it best I stay focused on just that or

What are the best tools you use in terms of ROI when you want to increase your sales?

Question: What are the best tools you use in terms of ROI when you want to increase your sales? Answer:

What are some generally overlooked costs aside from SEO that are likely to blindside a first time startup?

Question: What are some generally overlooked costs aside from SEO that are likely to blindside a first time startup? Answer:

Facebook Video 1598328183571783

What are the best tools you use in terms of ROI when you want to increase your sales?

Question: What are the best tools you use in terms of ROI when you want to increase your sales? Answer:

Does the sales person really add value to his customers in B2B sales?

Question: Does the sales person really add value to his customers in B2B sales? Answer: Absolutely, assuming the salesperson is

Live from Atlanta Tech Village, teaching a Startup Selling Workshop, all about Pilot Programs for the Atlanta Bridge Community startups...

Live from Atlanta Tech Village, teaching a Startup Selling Workshop, all about Pilot Programs for the Atlanta Bridge Community startups

Live from Atlanta Tech Village, teaching a Startup Selling Workshop, all about Pilot Programs for the Atlanta Bridge Community startups...

Live from Atlanta Tech Village, teaching a Startup Selling Workshop, all about Pilot Programs for the Atlanta Bridge Community startups

Facebook Video 1589404234464178

What are the main dynamics driving the accelerated scaling of SaaS startups?

Question: What are the main dynamics driving the accelerated scaling of SaaS startups? As manifested by higher valuations / multiples.

Facebook Video 1587536244650977

I’m going to run a startup, but I am struggling on whether to go full-time or do part-time. I find...

Question: I'm going to run a startup, but I am struggling on whether to go full-time or do part-time. I

What are 3 things you would like to change about your sales process?

Question: What are 3 things you would like to change about your sales process? Answer: [Thanks for the A2A!] You

The Bridge Community Atlanta: Final Workshop Prep

Here's backstage look of my final prep for The Bridge Community Atlanta: http://bridgecommunity.com/ If you're joining me for this workshop

From Startup Selling workshop attendees & clients

Kari Thor Runarsson, CEO & Co-founder of Authenteq Malin Weiss, CMO at Speedment: Isaac Szymanczyk, Principal and Creative

Is telesales a good approach for B2B startup sales?

Question: Is telesales a good approach for B2B startup sales? Answer: Think “inside sales” instead of “telesales,” and it’s a

How do you write a script for outside sales?

Question: I've just started going out and seeing customers and realised that I need a script to maximise the information

Episode 33: The Right Way to Set up your Partnership, Reseller & Affiliate Strategy: An Interview with Jen Spencer

About Allbound: Problem & Solution Definitions: Channel Partners vs Referral Partners vs Co-Marketing Partner vs Reseller vs Affiliates Listen to

How can I prove my sales ability to a potential employer if I don’t have a sales background?

Question: How can I prove my sales ability to a potential employer if I don't have a sales background? Answer:

I’m new to SaaS sales and I am seeking advice on how to best find/contact IT managers and their respective...

Question: I'm new to SaaS sales and I am seeking advice on how to best find/contact IT managers and their

The Startup Selling Workshop: Sell Your Way to Series A

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I want to optimize the use of our contact lists in the long term: what is the state of the...

Question: I work in a very big company with dozens of products, we run many campaigns every year and I

Episode 32: The Cardinal Rules of Cold Emailing with Damian Thompson

This episode of the Startup Selling Podcast focuses on cold email strategies and best practices when hiring and developing an

What can I learn by working in a B2B sales organization? #Q&A

Question: What can I learn by working in a B2B sales organization? I am not involved in selling and have

Let’s do this! The Startup Selling Workshop starts tomorrow @ …

Let's do this! The Startup Selling Workshop starts tomorrow @ 9:30am One last check in from our venue - PARISOMA

Generally speaking, are SaaS companies more likely to be successful starting with small customers or big customers?#Q&A

Question: A lot of fast-growth SaaS startups seems to focus on smaller companies first (examples include Salesforce, Hubspot, Marketo, etc.).

What are some good ways to avoid asking dead end questions? #Q&A

Question: How can I avoid to get short, yes/no answers? Answer: If you manage the sales process question, there is

What is the best CRM for a startup/ business?

Question: What is the best CRM for a startup/ business? Answer: Thanks for the A2A. Please note that my answer

Episode 31: What’s Your Box of Awesome? An Interview with Dan Waldschmidt

Dan Waldschmidt is a best-selling author, motivational speaker, and business strategist. He’s been a successful entrepreneur, a failure, and a

What are critical success factors for SaaS applications? #Q&A

Question: What are the key success factors (like simplicity vs complexity, usability, marketing, pricing, buzz etc.) for SaaS products? Answer:

Facebook Video 1538726156198653

How many cold calls should a top notch sales person make in a day? #Q&A

Question: How many cold calls should a top notch sales person make in a day? Answer: The short answer is:

In San Francisco and on the move… What are you most excited about in May?

In San Francisco and on the move... What are you most excited about in May?

That’s a wrap in the Startup Selling Workshop with the TINC Program! Clarity. Control. Confidence.

That's a wrap in the Startup Selling Workshop with the TINC Program! Clarity. Control. Confidence.

Startup Selling @ Stanford University Spending the day with Nordic country startups Teaching three sales models today: 1. The Q...

Startup Selling @ Stanford University Spending the day with Nordic country startups Teaching three sales models today: 1. The Q

What challenges are faced by startups selling enterprise software?

Question: The sales cycle with enterprise software is typically long. Unless the product being sold is unique, it will be

What are some ways a salesperson can speed along the procurement process when dealing with large Fortune 1,000 companies? #Q&A

Question: We're seeing major lag times with large customers from the time we have a "handshake" agreement and when our

What is a reasonable first year quota for a new business salesperson for an outsourcing company? #Q&A

Question: I was recently offered a quota of $8k of recurring revenue per month in new business, each month, and

First Dibs On My Next FULL-DAY Sales Workshop (plus a whole lot more…) [The Friday Four – 4/21/2017]

Let’s get right to it… 1 - ANNOUNCEMENT: FULL-DAY SALES WORKSHOP Do you need to… … Qualify your Leads into

Sales Recruiting: What are the biggest risks in hiring a salesman at your startup?

Question: Also, what are the biggest risks in hiring a salesman too early at your startup? Answer: Hiring any salesperson

What do you need to know to try and become a SaaS Salesperson?

Question: Or is it just another sales job. Answer: Every sales job is different. Your product is different, your target

Is there a good way to set a marketing budget in an early-stage SaaS company? #Q&A

Question: We're laying out a plan for 2014. We'll do $500 thousand in revenue in 2013 with an aim to

How do you drive a “sense of urgency” when selling SaaS or enterprise software? #Q&A

Question: Companies like Gilt Groupe and Fab drive a sense of urgency around purchasing in that if you don't buy

Is it possible for an SaaS product to penetrate the enterprise without a dedicated sales force? #Q&A

Question: How can a small and resource-constrained SaaS enable adoption at enterprise-level without spending (much) time or money? Answer: Yes,

LIVE SALES TRAINING: Ending the “Send me a one-pager…” in your sales funnel

Need an immediate boost in your LEAD CONVERSIONS? Cool. I’m hosting a LIVE SALES TRAINING this week. Click here for the details, or

How can I let go of my negative perceptions of what sales is, in order to be the best salesperson...

Question: I generate B.A.N.T. qualified sales leads for IT firms via cold-calling/e-mail marketing. As a recent college grad, I do

In terms of sales, what are the three most important things to know about psychology? #Q&A

Question: You can only choose three. I have read a lot about how psychology is important for sales, but never

How can I get sales off the ground for my enterprise SaaS company? #Q&A

Question: I've read all of Aaron Ross's (great) content (book + videos) as well as a lot from Jason M.

Predictable Prospecting, Podcasts & Selling Confidence [The Friday Four – 3/31/17]

It’s the last day of Q1. Do you know where your sales are? I just wrapped up a round

How quickly should you hire salespeople in a SaaS company? #Q&A

Question: The faster you hire the quicker you can grow your revenue (in theory). However, it can be a danger

How should I prepare for a mock sales presentation? #Q&A

Question: I have had an in-person interview with a web/mobile analytics company in San Francisco, and they want to bring

It’s been way to long… and that’s my fault…[The Friday Four: 3/24/17]

It’s official. I’m a slacker. It’s been more than two months since sending out my so-called weekly “Friday Four.” The

Is it a good idea to offer a discount for the launch of a Saas B2B service?

Question: I'm wondering if offering something like a 50% rebate, available only at launch time would be a good idea

What are some rules of making successful follow up calls to prospects? #Q&A

Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs.

How do SaaS companies typically find their first six-figure customer?

Question: Obviously this depends on the market, product, etc. but generally speaking, how do SaaS companies land that first "big

What are some rules of making successful follow up calls to prospects? #Q&A

Question: What are some rules of making successful follow up calls to prospects? Answer: A few of concepts: Continuation vs.

At age 30, should I think twice about taking a year off “work” to pursue my interests/learn new skills by...

Question: I've worked at the same company for the past 8.5 years in various management/consulting roles and have done fairly

My bonehead mistake & what you can learn from it… Yesterday, I did something REALLY stupid – I got emotional...

My bonehead mistake & what you can learn from it... Yesterday, I did something REALLY stupid – I got emotional

What are the best ways to directly approach/reach-out to potential customers for SaaS app? #Q&A

Question: I'm looking for a little detail on how best to approach and/or reach-out potential customers without coming across as

SaaS Sales: What’s the best way to respond when a potential customer wants a longer free trial than you are...

Question: We do a two-week free trial for our SaaS app and really want to hold to that length. Often

Episode 30: Predictable Prospecting: Target, Engage & Optimize Your Sales Funnel, and Why Introverts are the Best SalesPeople: An Interview...

Marylou Tyler is the author of Predictable Revenue and Predictable Prospecting. She has worked with a number of co-authors and

I’ve just started at a new company, I’m going to be selling a new SaaS product, with no current customers...

Question: I want to treat this as my own business (as I get commission based on sales) and build it

Ep. 29: Who to Hire and How and When to Scale Up Your Sales Team: An Interview with Dionne Mischler

About this episode: Dionne Mischler is a sales expert. She is the CEO and Founder of Inside Sales and by

How do I become a better salesperson? #Q&A

Question: How do I become a better salesperson? Answer: Be mentally and physically fit. Subscribe to Audible.com. Listen to books

The 7×1 Implementation Plan: A Simple Framework for Sales & Customer Success

The 7x1 Implementation Plan: A Simple Framework for Sales & Customer Success

Should I give up on my failing startup?

Question: I'm currently 25 years old. About 2 years ago (at the age of 23), I quit my job and

SaaS Marketing: What are the best customer engagement strategies when it comes to product’s adoption? #Q&A

Question: SaaS Marketing: What are the best customer engagement strategies when it comes to product's adoption? There's a gap between

Using LinkedIn for Live Event Sales Leads

Is there a "right" way to use LinkedIn for sales leads? Using InMails vs Connection requests from live events and

How do I train for an Ironman with the goal of finishing in 11 hours and 50 minutes?#Q&A

Question: How do I train for an Ironman with the goal of finishing in 11 hours and 50 minutes? Answer:

Sell First. Market Later. Why “Demand Gen” is a waste of time…

Sell First. Market Later. Why "Demand Gen" is a waste of your startup's time... Think: Motive --> Metrics --> Message

How hard would it be to start a sea cargo business if money to buy cargo ships were not a...

Question: How hard would it be to start a sea cargo business if money to buy cargo ships were not

Improving Your Product Demos with the “Color Advance” Improv Game

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What should be the main responsibilities of a sales manager?#Q&A

Question: What are the most essential differences between sales officers/ account managers/ key account managers and a sales manager? What

Heading on stage in 3… 2… 1… Live from San Diego and The Bureau of Digital Owner Summit Let’s talk...

Heading on stage in 3... 2... 1... Live from San Diego and The Bureau of Digital Owner Summit Let's talk

How is ramp-up time handled in SaaS sales comp plans?

Question: We are hiring inside sales reps with a base of $45K and OTE of $90K. How do we handle

What are the best practices for sending “cold” sales emails? #Q&A

Question: The specific use case is SaaS sales but could be related to any sales process. There has been a

What are the best practices related to auto-renewal of SaaS/enterprise software contracts? #Q&A

Question: Every contract is different but, in general, do enterprise software and SaaS companies typically set their contracts to automatically

How do you tell (in an interview) if someone has the potential to become a great B2B salesperson? #Q&A

Question: When hiring for a low-level B2B sales position that doesn't require previous sales experience (i.e. appointment setter, intern, sales

What is the best way for a SaaS company to deal with long sales cycles? #Q&A

(I'm assuming that we are discussing an enterprise-wide SaaS platform or service that is priced at $25K-100K+ per year, or

How should a 21-year-old aspiring entrepreneur go about developing business talents? Should I stay in college or take a “crash...

Question: I'm a 21 year old that lives in silicon valley. My passion is business and everything that revolves around

Hiring ahead of growth… #enterprisesales #startupselling SaaSTr Conference

Hiring ahead of growth... #enterprisesales #startupselling SaaSTr Conference

Ep. 28 – Converting Free Trials, Soft Contracts & Why Sales Prospects Love Video: An Interview with Showpad’s Louis Jonckheere

Louis Jonckheere is Co-founder and Co-CEO of Showpad. Showpad activates millions of pieces of content for over 850 companies around

SaaStr Annual Conference: Sales Questions

What sales questions do you have? I'm at the 2017 SaaStr Annual conference today!

Are you selling to the right customers?

Doing lots of outbound? Follow this Batch & Plan Approach

A sneak peak behind the scenes…. just a few days before our Startup Selling Workshop: Sell Your Way to Series...

A sneak peak behind the scenes.... just a few days before our Startup Selling Workshop: Sell Your Way to Series

Is your enterprise startup on the Ramp to Repeatability?

Ep. 27: Hiring Incarcerated Women & Acting “As If” In Your Sales Calls: An Interview with Factor 8’s Lauren Bailey

Lauren Bailey has been voted "Top 25 Most Influential Leaders in Inside Sales" by The American Association of Inside Sales

Startup Selling: Sell Your Way to Series A

Is your enterprise startup grinding through this "sales thing?" Get out of Sales Purgatory and on your 10x Ramp to

Planning to raise a seed round or Series A this year? [The Friday Four: 1/20/17]

Can I still say “Happy New Year?" I mean, it’s still January and this is my first email to you

Take Action: Do something, anything. Please, just start. #gofarther

I laid in bed this morning, vacillating between conscious states for nearly 40 minutes before I pulled myself out from under the

Mind Games & Project Management to Endurance Training

I wrote about working in sprints last week. I think the same goes with workouts in whatever training you’re pursuing.

Put Your Self First #gofarther

I failed this morning. I knew last night what I was going to write about. I devoted part of my Morning

Go Farther Strategy #3: Work in Sprints #gofarther

Accomplishing bigger outcomes requires the completion of small tasks. When you “Schedule Everything” and “Make Time,” you can complete at least

How Early Customer Define Your Destiny, Customer Money & Getting Better: SaaStr CoSelling Space Speaker Series Event

Last night's SaaStr Speaker Series event – “The Real Secrets to Happy Customers & to Making More Money” – hosted Byron Deeter

Go Farther Strategy #2: Make Time #gofarther

You’ve got to make time for what you want to do. Then schedule it. (See yesterday’s post – “Go Farther

Working in “Sales Sprints”

Working in "Sales Sprints"

Go Farther Strategy #1: Schedule Everything #gofarther

In Friday’s post – “10 Strategies To Do More, Be Happy & Surprise Yourself” – I wrote: If you don’t

10 Strategies To Do More, Be Happy & Surprise Yourself #gofarther

Yesterday, I wrote about being “deliberately emergent.” In that post, I talked about the foundations and structure in my life that

Being Deliberately Emergent #gofarther

I’m not a resolution kind of guy. If I really want to do something, I’ll do it whether it’s January 1st

The Friday Four: Which are you: ! ? . or __? Plus Burning Sales Questions…

1 - Got a BURNING Sales Question? Cool. I like questions, especially sales questions. Sign up for... “The Burning Sales

The “Go Live” Roller Coaster – Don’t worry if you puke, just be sure to smile for the camera…

The "Go Live" Roller Coaster - Don't worry if you puke, just be sure to smile for the camera...

A sneak peek… The Startup Selling Boardroom

A sneak peek... The Startup Selling Boardroom

Next Year Starts NOW! Your Insights, Actions & Questions from Live Training

Walk Your Customers Through the Sale

New office, New Beginning

The Friday Four: Live Training, Vendor Mgmt, Hiring & A Free Worksheet

Has it already been a full week since Thanksgiving? The leftovers are long gone but I’ve yet to work off

Does the sun ever come out in Portland?

This was a real question from my 4-year-old son last week… #honesty We spent Thanksgiving Week in the City of

ATTOM Data Solutions

Build Your Close Plan #startupselling

Ever hear – “Send me a one-pager?” Here’s what to do about it #startupselling

Ever hear - "Send me a one-pager?" Here's what to do about it #startupselling

Pssst… about your 2017 sales strategy… Next year starts NOW!

Big news! I’m excited to announce a LIVE webinar for you - “Next Year Starts NOW! Proven Strategies to Fill

Friday Four [11/11/16]

Most importantly, thank you to the veterans out there for your service to our county. It’s certainly interesting times, and

Ep. 26: Working on Your Genius by Outsourcing Company Tasks & Hiring Virtual Assistants: An interview with Mia Paulus

Mia Paulus is the Founder & CEO of The Admin Center. I’ve worked with Mia over the years and The

The Friday Four: Why Free Trials Suck, Driving Urgency & Productivity Ideas

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Ep. 25: Content Selling vs Content Marketing, The Amway Hack for Webinars & Value-Based Pricing: An interview with Christien Louviere

Christien Louviere is a Brand Coach and the Managing Partner of SellPersonal where he helps CEOs fix their marketing problems.

I got out of the building for The Lean Startup Conference

The Lean Startup Conference: The Innovator’s Breakfast

The Lean Startup Conference: The Innovator's Breakfast

Live from Stanford – The Startup Selling Workshop with TINC

Live from Stanford - The Startup Selling Workshop with TINC

Why Free Trials Suck for Your Enterprise SaaS Startup

Ep. 24: Selling a $40,000,000 Gulfstream Online, Negotiating with Vendors & Surviving Cancer: An Interview with Gina Danford [Podcast]

About this episode: Gina Danford is a business coach and owner of Red Zebra Coaching. We talked about the operational

Ep. 23: Capital-Raising, Avoiding “Legal Debt” & Going From Idea to MVP: An interview with Chris Combs [Podcast]

About this episode: Chris Combs is the Co-founder & COO at LinkSquares. In this episode, Chris talks about his experience raising

One Week to Uberman: Productivity & Time Management Ideas

Show me yours and I’ll show you mine…

I’ve been experimenting with Facebook Live - it’s kind of like a podcast and radio show smashed together. Check out

Swimming Across Lake Tahoe: Lessons in Startup Selling

I swam 10.5 miles across Lake Tahoe Sunday morning, from Cave Rock to Emerald Bay. It’s a course that Tom,

The Friday Four: Join me on Facebook LIVE!, PICK. UP. THE. PHONE. & more…

1 - GOT A BURNING SALES QUESTION? Join me next week on Facebok LIVE! on Tuesday, July 5th @

The Monday Morning Challenge: Focus on Now now. Worry about Later later.

Focus on Now now. Worry about Later later. As a startup founder and team, you have a scores of priorities

A Q&A Edition of The Friday Four: Find Customers, Grow Revenue, Build Process

Installment #14: My podcast interview with Lincoln Murphy, Prospecting Target Buyers, Pricing Your Pilot Programs and Product Demos. It’s been

Lincoln Murphy on Customer Success & Your Customer’s Desired Outcome [podcast]

"Desired Outcome is the Key to Customer Success." -Lincoln Murphy Lincoln Murphy helps you make your customers wildly successful. He

The Friday Four: Product Demos, Dealing w/ Dead Sales Leads, Pricing Strategies & List-Building

This week's topics: Product Demos, Dealing with Dead Sales Leads, SaaS Pricing Strategies & List-Building 1 - PRODUCT DEMOS: Are

The Monday Challenge: Throw away your ideas. Take Action instead.

I'm a "list person." I make lists constantly - in the mornings as I'm planning my day, on trains, on

Sales Prospecting, Asking for More $$, Pick up the Phone: The Friday Four

The Friday Four, Installment #12 awaits you below - Sales Prospecting, Asking Customers for More $$, Pick up the Phone. Read

Sales Prospecting: How to use “Permission-Based Selling” [video clip]

Startup Sales Prospecting Good work! You're off and running with your sales prospecting work for your startup: You’ve built your

5 Laws of the Startup Sales Universe: What most startup CEOs never learn about sales?

Startup sales means finding your first paying customer, then ten more. Here are five (5) laws of the startup universe

Sales Prospecting: The Monday AM Sales Challenge

Sales Prospecting & Your Sales Funnel Yep, I bet you get shivers just thinking about it. Every startup CEO and salesperson

Sales Prospecting, Pricing Pilots, Pipeline Reviews & Live Sales Training: The Friday Four

Here we go with Installment #11 of The Friday Four - let's talk about sales prospecting, pricing your pilot projects,

Prospecting, Pricing & Pipeline: The Monday AM Sales Challenge & Sales Workshops

“I never knew how the BEFORE and AFTER prep for my product demos impacted the sale." Exactly! April has been

Grab a stopwatch for your product demos: The Monday AM Sales Challenge

My big focus this month is helping you to plan, deliver, and execute on “The Big Meeting” - you know

Prepping for Your Sales Presentations the RIGHT way: The Monday AM Sales Challenge

This month with my Startup Selling members, our focus is on how to plan, deliver, and execute on “The Big

The Friday Four: It’s all about “The Big Demo!”

Installment #10 of "The Friday Four." Throughout the month with our Startup Selling members, we’re focusing on the “The Big

Startup Selling Podcast Ep. 21: Product Demos the Right Way, & Avoiding the “IKEA Demo:” An Interview with Peter Cohan

The Startup Selling Podcast is brought to you by SalesQualia. If you’re a startup looking to Find Customers, Grow Revenue

Prepping for “The Big Demo” – The Monday Morning Sales Challenge

Today's Monday Morning Sales Challenge is all about "The Big Meeting." You know the one - the Big Demo, the

The Friday Four: Ralph Macchio, Walmart parking lots, Private Investigators & 50 Shades of Grey

It’s April 1. Welcome to Installment #9 of The Friday Four... 1 - Podcast Panel: My interview with Donald Trump

The Friday Four: Why your customers can’t buy from you – Risk aversion, Loss Aversion & the Tech Buyer

This has been a primary topic of reading and research for me lately, and the answers are scary… Really scary…

Monday AM Sales Challenge: How big of a RISK are you?

Yes, of course your prospect loves your product and how you're going to lead them to the promised land. Here's

The Friday Four: Pricing strategy, Satisficing, Status Quo & Procurement departments

After one week hiatus, I present to you Installment #7 of “The FridayFour." Want to get The Friday Four sent

The Monday Morning Sales Challenge: Handling the “price question”

If you’re finding yourself getting beat up about your price, it probably means you’re doing something wrong in your sales

The Monday AM Sales Challenge: Be Positive [3/7/16]

It's easy to lament on losses and negative events. My challenge to you this week is to be positive. Focus

The Friday Four #6: Trish Bertuzzi, a conference tip, prospecting & David Cummings

Installment #6 - Here we go... Click here to add yourself to the mailing list and have these posts sent straight

Monday AM Sales Challenge: Review your recent losses [2/29/16]

After acquiring a few new customers in a row, it's easy to feel like you're in a groove and you've

The Friday Four: A podcast interview, Productivity Apps & Dharmesh Shah

Installment #5. A podcast interview on selling after the sale, three productivity apps, and a presentation by Dharmesh Shah, founder

Monday AM Sales Challenge: Can you be vulnerable? Can you ask for help? [2/22/16]

Over the past year, I read a couple of books by Brene Brown and Amanda Palmer - "Daring Greatly" and

The Friday Four – Revenue Acquisition Portfolio, Team Selling & more…

Four (4) not-so-random ideas to help you find customers, grow revenue & build your sales process... Enjoy. 🙂 (BTW- if you'd like

Monday AM Sales Challenge: Who’s in control of the next step?

You have a great meeting with an early lead - a solid needs assessment conversation or an awesome demo. The

The Friday Four: 4 sales ideas you can use right away

Four (4) not-so-random ideas to help you find customers, grow revenue & build your sales process... Enjoy. 🙂 (BTW- if

Monday AM Sales Challenge: Pick up the phone & call your free trial leads

Good news! You have inbound leads. People are signing up for your free trials or free versions or free whatever.

Startup Selling Podcast: Box.com’s Melanie Wong on Prospecting for Big Customers, the 7-Touch Rule & Working with Aaron Levie

If you're selling to the enterprise, you HAVE to check out my Startup Selling podcast interview with Melanie Wong. Melanie

Quit blasting emails. Force concentration instead.

"A startup is not a smaller version of a large company." - Steve Blank This goes for the sales funnel.

Monday Sales Challenge: How far can you take the sale WITHOUT showing your product?

It's easy to fall into the "I've got to show my product" trap. Don't! Challenge yourself to see how far

The Friday Four – 4 Sales Ideas to finish the week strong

Every week by email, I'm sharing four (4) sales lessons, ideas, strategies, tactics. Pretty much anything I think will give

Startup Selling Workshop Thursday night in Seattle

Last week in San Francisco, and this week in Seattle. Excited to be working with General Assembly for the first

Monday AM Sales Video: Selling Advice from Shark Tank’s Daymond John

On the way to San Francisco this morning, I listened to the James Altucher show interview with Daymond John. If you

Startup Selling workshop @ PARISOMA this week

I'm super excited to be working with PARISOMA Workspace in San Francisco to host my Startup Selling workshop on Tuesday, Jan

It’s Monday, Jan 11th. Do 5 sales calls today. You’ll be glad you did.

The second week of the year is here! Where are you with your 2016 sales plan? If you're off track,

[VIDEO] Your Sale Process: Make this ONE change. I challenge you!

A question I get all the time is - "How should I change my sales process?" Wow. That's a big

Live workshop: Build Your 2016 Sales Plan

A quick post about tomorrow's very live, very virtual event. Details & Details & registration here. Three hours to make

I did my 10 sales calls and a funny thing happened

15 total calls: 10 new outbounds 3 calls resulting from previous outbounds and referrals. 2 calls with previous customers The

Can you do it? 50 sales calls in 5 days

50 sales calls in 5 days. I bet you can’t do it. They don’t even need to be phone calls.

10 Sales Email Strategies & Tips

Is anything more frustrating than sending a follow up to a prospective customer only to get nothing back in reply?

Recruiting Sales Talent & Getting Hired: Sales Leadership Night Meetup Group

A HUGE thank you to Entelo and especially Vivek Reddy for hosting and moderating our Startup Sales Circle Meetup Group

Episode #1: Startup Selling with Conference Escorts

http://traffic.libsyn.com/salesqualia/Salescast_1-Startup-Selling-Conference-Escorts.mp3 This SalesCast is brought to you by, well, SalesQualia. Check out the Startup Selling Program, a 90-day program focused

Your customers are lazy cows & it’s not their fault

Cows don’t know any better. They wake up, they eat grass, they walk along windy, crooked paths simply because some

Stop Doing Product Demos

This week, I responded to an outbound sales email from a software company focusing on customer success. The last line

Don’t take a dump in a box and mark it guaranteed

I was talking with the sales rep from a telephony company yesterday. She said: “We have 100% guaranteed up time. For every

Sales Tip of the Day: Never travel for just one meeting

As we walked up to the building, I turned to the account manager and said - “Wow. There are a

Startup Selling Lessons Learned: Confirm the “Why” of a sales presentation

The Situation: Big meeting with a C-level executive at the top, top, top of the org chart. We’d been working

My two cents: “10 things LinkedIn won’t tell you”

A friend forwarded an article to me last night - "10 things LinkedIn won't tell you" - and having spent considerable

Startup Selling Lessons Learned: The Projector

The Situation: Big meeting with a C-level executive at the top of the org chart. We’d been working with several

Using LinkedIn for Sales: My UI suggestions to LinkedIn

Last night, I tweeted: And received this response: I consider myself a LinkedIn power user. I'm a Premium subscriber and

Buyer Remorse and Enterprise Sales

Let’s look at two emotions that many customers, in both B2C or B2B sales, experience after a purchase - whether

The 7 x 1 Framework for Customer Success

“Just because you're paranoid doesn't mean they aren't after you.” ― Joseph Heller, Catch-22 I’m a paranoid. I did a

Two examples of how meeting planning paid off

I'm traveling this week visiting a very major client and initiating the sales process with future clients (a.k.a. "prospects"). The

Net Promoter Score in action

Our pricing decision for the new “Startup Selling” course on Udemy

Our "Startup Selling: Sell More Stuff" course on Udemy is now live, and it's free. Straight up - choosing a

The 3rd Third – Creating solutions to client problems

In "Think Better: An Innovator's Guide to Productive Thinking," Tim Hurson discusses the concept of "wave thinking." Examining a problem

Hooray! I got a D!

Last night, I sent out an cold "InMail" yesterday to a "D" contact and got a reply. My first reply

More Customer Development – My dog food tastes better today.

Had a very good call block yesterday. My goal was 12 calls, and I hammered out 16. 🙂 An early trend

Eating my own dog food

I failed. I teach clients to set daily goals when I'm teaching clients how to manage their selling days. Yesterday,

Three things to know about Enterprise Sales

Thanks to Atlas Accelerator for the opportunity to present at their Fall 2013 Symposium last night. And a special thanks

Sales Tip of the Day: The 4 Conversations in every sales call

“I know that you believe you understand what you think I said, but I'm not sure you realize that what

Sales Vanity Metrics

Check out our upcoming Meetup event Thursday, July 25: Startup Sales Circle with Featured Guest Matthew Harrell, Enterprise Sales Manager

This biggest lie in sales

"To be good at sales, you need to be good at dealing with rejection." I remember a call with a

Find the Spider

Find your spider. In 1994, Nancy Krieger wrote a landmark paper in the field of epidemiology - "Epidemiology and the

Force Concentration – Get your first customer first

"Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against

Systems Thinking for Enterprise Selling

Think of your target companies as complex systems... ... not just a group of individuals choosing to buy your product

What I write about

Sales Tip of the Day: “How do I become a better salesperson”

[I first published this post on Quora.com. Because I received such a positive response, I wanted to share here on

Group Dynamics & The Purchasing Committee

Your Product Champion assured you that the budget is there along with the appetite to unseat the existing software that

Workshop: Enterprise Selling for the Lean Startup: How to Find Customers & Talk to Them

When: Wednesday, March 6; 5:30-8:45pm Where: Runway San Francisco @ 1355 Market Street, Suite 488, San Francisco, CA Why: Hosted by

I’m hosting two workshops in two weeks!

Wednesday, January 30: "Selling for the Lean Startup: How to Find Customers and Talk to Them" | 5:30 PM To 8:45

What I learned yesterday from the Lowe’s Installed Sales Associate

I unhinged the door in our extra bedroom this weekend to move my son's bed there. In the process, I

Event Horizon: Sales in a Lean Startup

Attended the Lean Startup conference this week and hosted with Sean Murphy our "Engineering Your Sales Process" workshop there. ReturnPath's George

“Engineering Your Sales Process” at the LeanStartup Conference next week

Who: Sean Murphy, SKMurphy, Inc. | Scott Sambucci, SalesQualia What: "Engineering Your Sales Process" Workshop Where: Lean Startup Conference 2012 When: 2:00pm, December 4 in

Agree. Agree. Agree.

From Tom Peters on Twitter last night:

Sales Tip of the Day: A new old sales term: “Satisficing”

What is it? Organizations eschew the "optimal" decision for an "acceptable" decision. (Think "satisfying + sacrificing.") How does it relate

Sales Tip of the Day: Rationality & Decision-Making

This Quora question - "In terms of sales, what are the three most important things to know about psychology?" -

Check out the SalesQualia Board on Quora.com

I spend lots of time on Quora answering sales questions because, well, I'm a sales geek. 🙂 And so, I've

From this week’s Sales Mapping Workshop

Mapping your sales call is essential to successful selling. This week in San Francisco, we offered our in-person "Sales Mapping

Quora Question: What are the most effective direct marketing strategies for a SaaS product?

(I usually stay close to home talking sales, but was "Asked to Answer" this question on Quora about marketing, so

Sales Tip of the Day: Ask “Why do you ask?”

Questions, questions, questions. Everyone will tell you that sales conversations are a series of questions. You're told to ask open-ended

Sales Tip of the Day (video): Situational Analysis

Before you present your products or hop on a demo, start the sales conversation with questions about the client's situation

Sales Tip of the Day: Is your “Differentiator” critical to the decision?

"Your such-and-such feature is really a differentiator." Be careful here - clarify what your prospect means ASAP! Does she mean

Sales Tip of the Day: Pipeline Tracking is not Sales Forecasting

Asking your sales team - "Where are we in the sales process?" is different than "What is the probability that

Sales Tip of the Day: Focus, Focus, Focus in your product demos

You're proud of your product and the 27 features your developers built. Great. Just know that during your sales demos,

HBR Article: Plan Your Sales Strategy

Dad used to tell me - "Make a list. If you make a list, you won't forget anything." Makes sense

Sales Tip of the Day (video): Implementation matters

The sales process doesn't end with a signed contract, in fact, it may have just started. An enterprise sale may

Sales Tip of the Day (video): Demo something relevant – make it personal

Before you jump into a standard demo, tailor your presentation to your prospect. If your client is based in the

Sales Tip of the Day (video): Asking questions

If you choose one aspect of your sales calls to improve upon, it's your questioning strategy. Play a game with

Sales Tip of the Day (video): Taking Leadership of the Sale

For example, when a prospect requests a trial of your software before presenting to senior management, ask the prospect -

Sales Tip of the Day: “The Three-MInute Rule” – Anthony Tjan

Last week, Sean Murphy of SKMurphy reintroduced me to The Three-Minute Rule. It's very simple: You can learn a great

“What are some ways to speed along the procurement process?”

[This is an abbreviated version of my complete answer to this question on Quora. Click here for my complete answer.] 1.

Sales Tip of the Day: Mapping your sales calls

Map your sales calls before you pick up the phone - create a "Call Map" and a "Conversation Tree." This

“Ten Reasons People Resist Change” – HBR.org article

Written in context of general leadership, this post has direct applications to Sales Leadership. Introducing a new product or service

Sales Tip of the Day: The Principle of Independent Judgments

From page 85 of Daniel Kahneman's "Thinking, Fast and Slow": The principle of independent judgments (and decorrelated errors) has immediate applications

The Scarcity Effect & SasS/DaaS Sales

Tell me if this sales anecdote seems eerily familiar: After observing the couple so engaged, a salesperson might approach and

Considering a price increase to motivate your prospects?

First uncover what is really motivating your prospects decision or indecision. If you're considering a price increase to motivate your

Sales Tip of the Day: Where you sit matters

Where you sit during your "Big Sales Presentation" matters. Too many times in a group setting, I've watched my colleagues

Sales Tip of the Day: “I have another patient just like you…” – The Principle of Social Proof

Me: "I've been thinking about Lasik. What do you think?" Doctor: "You know, I'm mixed. I have a patient -

Sales Tip of the Day: The Werther Effect

The Werther Effect is a contagion effect. When a particular event is publicized, the publicity itself leads to an increased level

Sales Tip of the Day: The Law of Least Effort

Described by Daniel Kahneman in "Thinking, Fast and Slow" - A general “law of least effort” applies to cognitive as

“What are some rules of making successful follow up calls to prospects?” (Answered on Quora…)

What are some rules of making successful follow up calls to prospects? A few concepts... Continuation vs. Advance. This is

Control your sales environment or face jail time

When you're blasting through your daily calls, it's impossible to know the psychological state of everyone you're calling. For me,

Startup Sales Circle – Meetup Group

Yep - it's official. We're now the official organizers of the Startup Sales Circle Meetup Group. What to expect in

Sales Tip of the Day: Check out SalesBuzz

Definitely worth taking. With Altos Research, I required our sales team take this eight-week course (along with myself). Really, really,

Your Business Model is not your Sales Model

I spent yesterday at Launch: Silicon Valley watching companies pitch to the crowd and a panel of VCs. Lots of

CRMs for Startups: 5 signs it’s time to throw away your Excel spreadsheet

As an early-stage start-up, your lead tracking process might be as simple as an Excel spreadsheet or the free version

A good sales rep makes her manager do the crap work

Why? Because: 1. Crap work is crap work because there are poor systems in place that managers must fix within

Don’t be Vincent Van Gogh

Cutting deals to win customers? Don't do it. Read this article from today's LA Times on American Airlines and their

Submitted! “Startup Selling: How to sell if you really, really have to and don’t know how”

The writing, revising, and proofreading is over. I've just submitted "Startup Selling: How to sell if you really, really have

Startup Selling: 5 Sales Management Tips for the Technical Founder

Mark Suster authors "Both Sides of the Table" and is one smart dude. He's posted a number of articles are

Hanging with Hans Rosling at TEDx San Francisco

You might know Hans Rosling of TED.com fame for his presentation with the best stats you've ever seen. And while

Measuring Sales Effectiveness and Monitoring Performance

Came across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about "message leakage" as the quality and delivery

Dear Kevin,

We're lame - we didn't post to the commonred contest. Yet, here we are with the audacity to ask for

“Your competitor isn’t requiring a minimum order per month”

After walking through the sales process with a prospect over four months time, we reached the final evaluation stage. We'd

Hear us roar!

Fast forward to 1:10 of the video. It's the only presentation worth watching anyway (or at least the best one...)

Props. Major Props to…

1. The Startup Weekend San Jose organizers: Naureen "Nora" Nayyar, Dutiee Joseph Okafor, MyRoomie Darius Dunlap, Support UX César Salazar

Yes we did. The Sales Analyzer is ready to go.

Spent the weekend in San Jose at the San Jose Start-up Weekend. Why not? Had a couple of product ideas,

Pick. Up. The. Phone. [Redux]

Yesterday I received an referral email from another vendor in the industry to one of the "Too Big To Fail"

Pick. Up. The. Phone.

Gearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with

What about booth babes?

Do you spend money on a booth, or should you just do LobbyCon? Go to the events and avoid registration

My 8 Sales Tenets (so far…)

[UPDATED: 2/13/12] Sales Tenet #9: Be nice. No matter what - always be nice. Why "Tenets"? Just sounds better than

Starbucks Via, Altoids, Power Bars, a big bag of raw nuts, & Purell at your conference booth #protip

If you're working a conference booth, bring Starbucks Via, Altoids, Power Bars, and a big bag of raw nuts with

Edison was a better salesman

From Wired today: Jan. 4, 1903: Edison Fries an Elephant to Prove His Point Edison had established direct current at

“I’d like to import 100,000 records as test”

Stop right there and send a contract. You know this lead - his budget is tight, however he's been forthcoming

5 Questions to Ask on Every Sales Call

Have some courage - you're allowed to ask questions. It's a conversation, not an interrogation. 1. How do you mean?

Good enough. We’re launched.

The decision is made - we're now officially live. (Of course, we've been hit with our first technical slowdown -

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