🦉 Did your salespeople fail or did you?
Sales people are your internal clients
🤔 They are the 1st to hear the pitch, ask questions and hear the answers and the 1st to buy your product.
🥳 The 1st to become raving fans, or not 🙄
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.
The first mover wields a double-edged sword. We are going to sharpen one side and dull the other. We want to win.
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’
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 they buy, or don’t
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.
This is a collection of the wisdom from people I have known in sales.
High Convenience: Low price & velocity. High Fidelity: luxury & high price. The two business models cannot co-exist in one company
I love sales. I don’t like books about sales.
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.
If you’re prospect profile isn’t unique, a beachhead that you can own, you’re fukced. Welcome to 2016 and beyond…
People are always selling someone something. Everybody, without exception. We are always exchanging currency. We are all salespeople
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
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 are the startups consumerizing HR and building products that are employee friendly. Now they’re battling legacy systems
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.Â
Starvation is the leading cause of Startup death. Chasing prospects that are chasing the cheapest price is deadly