Opening a remote office is a milestone. It’s a boat approaching Plymouth Rock. Don’t mess up the landing. Each remote office is a franchise.
Browsing Category Sales
Sales and the first mover
The first mover wields a double-edged sword. We are going to sharpen one side and dull the other. We want to win.
Sales. Startup, define it or the prospect will
A startup is unsure of what ‘it’ is. Low quality big talking sales reps are hired to go into the market, do reconnaissance and sell ‘it’
Sales. Changing the company culture
A company is a huge factory with dozens of assembly lines running 3 shifts.
If you want to make changes, such as client profile or margin, the entire system needs to be re-engineered. If you want to change the company culture, you have to change you first
Why do they buy from you
why they buy, or don’t
Sales and the Perfect Presentation
Everything in life has a beginning a middle and an end. A presentation is like that but a little shorter, this is how to make it perfect.
Philosophy of the Salesperson
This is my collection of the wisdom from people I have known in sales.
Sales. On charging more and the right price
High Convenience: Low price & velocity. High Fidelity: luxury & high price. The two business models cannot co-exist in one company
Why I don’t recommend books about sales.
I love sales. I don’t like books about sales.
Sales and the Extreme Salesman
At a certain age we are, irrevocably, who we are. What are extreme salespeople? It’s when a person chooses a higher bar for themselves. My competition is an idealized and optimized self.
Startup. Differentiate. Charge more
If you’re prospect profile isn’t unique, a beachhead that you can own, you’re fukced. Welcome to 2016 and beyond…
Right salespeople at the right time, right place
People are always selling someone something. Everybody, without exception. We are always exchanging currency. We are all salespeople
Help wanted. Selling ice to Eskimos
You see huts, seals and fur coats. I see a village of people who want to buy some ice. We’re going to be selling ice to Eskimos
Sales. Passing the pen test
In sales you must reverse the roles and let the prospect sell themselves. And don’t get in their way, make their journey frictionless.
Human Resources tech. New entrants battle the legacy
Human Resources Tech are the startups consumerizing HR and building products that are employee friendly. Now they’re battling legacy systems
Salesperson
If you are a salesperson I have written this for us. If you are the Vice President of Sales or the ‘C of something’ you should read this also.
Charging too little. Leading cause of startup death is price
Starvation is the leading cause of Startup death. Chasing prospects that are chasing the cheapest price is deadly