13-66 The Sales Cycle Will Be Longer Than You Expect

Be honest with yourself, your board and your investors about your sales cycle length. Think about your own buying behavior - most companies take time to make a purchase, especially something new that uses technology that they may not have seen before. ... [Continue Reading]

12-16 LinkedIn – A Salesperson’s Friend

LinkedIn is a remarkable tool, and a salesperson's friend. My team spends a lot of time in LinkedIn - the ability it gives them to research leads and build out networks is unsurpassed. Leveraging alumni networks (college, job, country of origin) is critical. ... [Continue Reading]

10-53 Continuous Sales Training

As an early stage company, you are likely selling something new, different and somewhat complex. You need to continuously train your sales team on how to sell it, and work at continuously improving their skills. ... [Continue Reading]

Pitch Like a Preacher

Selling a new technology is different; it is challenging, exhilarating and almost always difficult.  And, it is fundamentally different than the classic B2B complex or solutions sale.  Well, it has things in common but, in comparison the the steady, systematic solution sale described in most sales ... [Continue Reading]

My Beefs With Salesforce

You have to hand it to Marc Benioff (Compared to Ron Burgundy here) and Salesforce. The company broke the client-server paradigm for CRMs and freed organizations from the enterprise hell that Oracle, Siebel and others had locked them into. In fact, Salesforce validated the cloud paradigm – something ... [Continue Reading]

How Accelerance Goes to Market

In this short video, I interview Steve Mezak Founder and CEO of Accelerance, which helps companies offshore their software development. About Accelerance ISVs and IT departments have trouble hiring small teams of competent, cost effective programmers. Their need is too small for large, well-known ... [Continue Reading]

Two Minutes on How to Make Cold Calls

In this two minute video, I discuss how to make cold calls. Two Minutes on How to Make Cold Calls Transcript  The interesting thing about cold calling is that on one level it's dead. But I like to say, "Cold calling is dead, long live cold calling." So, still important to do. A much ... [Continue Reading]

Streetlight Data’s Go to Market Strategy

  I sat down recently to talk with Laura Schewel, founder and CEO of Streetlight Data, about the firm's go to market strategy. About Streetlight Data StreetLight Data contextualizes anonymous location data (from cellular towers and GPS satellites) and combines it with other data sources to ... [Continue Reading]

Sales Compensation For Early Stage Companies

I blogged about sales compensation a couple of times in 2012 (here and here)When developing compensation for your sales team, there are four things to focus on.  You should keep your compensation plan: Simple Generous Focused on the Behavior You Want Fair First, keep your compensation ... [Continue Reading]

One Minute on Training Your Sales Team

In this one minute video I discuss training your sales team. One Minute on Training Your Sales Team Transcript  I think training gets overlooked with sales people, particularly at early stage companies. You can train your folks or do regular training that's very efficient. I like to focus ... [Continue Reading]