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Episodes

Ready for Business Development or Just Sales?

9/17/2018
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Show Notes First question you should be asking in a startup environment; When are you ready for a business development vs just sales? To answer that you need to answer other questions; do you have a sales process? Usually sales and business development will be done by the same person in the earlier stages. Are your partners respected and well thought of in their domain? If yes, you need to look at how to influence them in your methodology to enable them to sell your product. When working...

Duration:00:56:49

Taking Pricing off the Website

9/10/2018
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Show Notes When starting with your first salesperson you need to set the mechanisms in place to track the data points before you start selling. Then begin to build your outbound script or story. To approach outbound prospects, it is important to use all forms of communication you can. From LinkedIn to emails. They allowed Gmail signups as some major companies have restrictions against signing up for cloud technologies. They put a low entry point to get access to their product by only asking...

Duration:00:53:23

From Individual Contributor to Sales Leader

9/3/2018
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Show Notes His sales team is more of a consultative sales team. He has a technical product that requires a lot of different people to be involved on the team. He finds though that if you show up to a meeting with a lot of people the prospect can feel that they are just paying for your large overhead while at the same time if you do not have the right people to answer all the questions you may miss an opportunity. As such he hires very knowledgeable pre-sales engineers and will try to limit...

Duration:00:48:51

Common Prospecting Mistakes with Mark Hunter

8/27/2018
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Show Notes To begin any prospecting, you have to ask yourself two questions; 1) What is the outcome I can help the prospects receive and 2) Who is the right type of customer that this would appeal to. If you do not demonstrate (quickly) how and why the customer should pay attention to you, there is little reason for them to listen to you. You have to match the sales cycle to the buy cycle, then start your prospecting before that time. In one phone call you can exchange more information than...

Duration:00:42:09

Biggest mistakes a company makes when structuring the team – Jeff Manning

8/20/2018
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Leaders always need to keep their fingers on the pulse of the people. If you have a people centered leadership style (not a product or financial) you are ahead of the game and know how to get the best of team. Give responsibility to the top sales people by having them lead a special project. When looking to join a new company, make sure to meet with all the leadership and board members that have an influence. Make sure they are reasonable, have a realistic understanding of the situation and...

Duration:00:44:41

To succeed plan for the end – Gary Johnson

8/13/2018
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In a new hire he is looking for a natural sense of curiosity and the basic understanding of how a business operates. For Gary, if you come to an interview and have no questions for the manager, it is not going to be a good fit. A common problem with pipeline forecasting is over qualification of the prospect. Either to company is not a fit or the person speaking with you is not a fit. Momentum is either started or ends at the discovery stage. You need to identify the business reason (the...

Duration:00:52:52

Problems in a sales pipeline – Benjamin Dennehy

8/6/2018
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Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. If you have long sales cycles, qualifying becomes more important as you could waste a lot of time until you find out they are not going to purchase. People are afraid of picking up the phone because you have been raised to not talk to strangers or to always be able to have an answer for someone of authority. For those that...

Duration:00:47:34

Outbound prospecting Eric Nadeau

7/30/2018
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His team is working mostly (about 95%) outbound. His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a good conversation with a potential client. Eric believes that each salesperson has their own style and they should play to their strengths. When thinking about scalability, he says that as long as they are hitting their targets, it is okay and if...

Duration:00:45:30

Solve for customer value not volume – John Sherer

7/23/2018
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Show Notes John was the first sales person at the company. They launched the product on product hunt without actually having a product. In his first 6 months he spent his time calling the leads and selling the vision. This allowed him insight to see what was required to purchase as far as features went. He calls this stage not sales but customer development. John found a way to make targets that the whole company can feel. By preselling a feature in development and setting a deadline for...

Duration:00:44:31

Using the DISC personality profile to hire sales – Kirk Tharp

7/16/2018
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SHOW NOTES The average tenure for a VP sales is about 19 months. What is important to prolong that is for the VP to be adaptive to the future steps of the organization. Kirk implemented something he learned from another sales leader, put time every morning to look at what is needed long term vs where things are currently standing. Kirk finds that generally a new VP sales will bring with him people he or she has worked with before that they trust to get the job done. For the current employees...

Duration:00:45:31

Should you hire sales with experience? – JR Butler

7/9/2018
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Show Notes Starting his career in EMC as a reseller and grew into sales from there. After noticing his clients ordering less and having less activity, he spoke with them and got a demo of a new product they were using (Turbonomic) and he was so impressed that within 2 months he was knocking on their door to come sell for them. The biggest lesson he learned from moving to a leadership role from a individual contributor is that what made him successful (as an individual contributor) may not be...

Duration:00:36:39

Difference between a good and great salesperson – Gwen Wiscount

7/3/2018
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Show Notes: Startup Sales teams problems generally come down to three things; Platforms - Processes - People They either don't have the tools required or they have but are not using them properly. There is a fundamental way in which sales should be conducted. Having the right people for the right positions. When having these three things in line, you should have great performance from the sales team. Having the right people for the sales position is key. Making sure they have the right...

Duration:00:36:45

How to bring in $6 Million in new business – Kory Wagner

6/26/2018
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SHOW NOTES In charge of the business development and channel startup sales team, he grew the team from 5 BDR’s to 15 and channel sales from 1 to 2. Focused on segmenting the market to ensure his BDR’s were approaching the right leads and also put together the right process to target these leads. This means finding the right amount of touch points (14-16 for outbound) and how often in order to obtain the attention of the lead. Using webinars and white papers to help educate the market as he...

Duration:00:47:08

Building an overseas sales team – Michael Snape

6/19/2018
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SHOW NOTES Targeting consumers, SMB’s and enterprises. Using Content Marketing to gain attention Small startup sales team going to conferences and meeting clients face to face in order to gain traction. Founder sales at the start who leveraged their investors contacts to help gain their first sales and break into new markets. Started selling while the product was in very early stages and not market ready. During a demo, the prospective client wanted to see a live demonstration and received a...

Duration:00:30:41

3 Traits to Look for in a New Hire – Michael Goldenberg

6/19/2018
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Show Notes: Michael started his startup sales leadership career by being creative and finding initiatives he could lead within the company, not by asking for the next level. He finds that this is an important trait in a leader, the ability to take initiative even if it is out of the scope of your job definition. Keeping your clients with you by engaging with them properly from the beginning, not trying to stop them while they are on their way out. A tool he is using to accomplish this is...

Duration:00:40:19

Startup Sales Podcast Intro

5/30/2018
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Starting soon We talk with founders, CEO's and VP's from the high tech market. You will learn how to build and scale a sales team. You'll hear about the growth challenges and tough decisions from others who have had both successes and failures.

Duration:00:02:41