28-09 Make A Trial Part of Your Sales Process

Offering a trial can be an effective part of your sales process, enabling you to qualify and educate the prospect. And, it can reduce resistence to trying something new. Be sure to: define its scope and goals; put it on a clear timeline; and charge for it. ... [Continue Reading]

36-49 Social Selling Has its Limits

Social selling is tempting for an early stage company but is of limited effectiveness. It is tempting, and enjoyable, to spend a lot of cycles promoting your company via social media: in the end, you will not make sales this way. ... [Continue Reading]

30-10 Continual Qualification

Your sales process will be tighter and more predictable if you develop a culture of continual qualification with your sales team. Every interaction with a prospect is an opportunity to better gauge their intentions, their interest, their likelihood of buying. This will save your team a lot of time ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]

21-59 Sales Metrics

Keep the metrics you track with your sales team focused on actvity (calls and email) and pipeline health. Do not overload your team with data gathering - this will only service to demoralze them and have them figure out how to game the system. ... [Continue Reading]

18-18 Your Sales Playbook

It used to be called the training manual. The sales playbook, which documents your sales process, scripts, demos, sales tools, giving your sales team the tools they need to sell. For an early stage company, probably the most important thing about a playbook is that you get organized writing it; its ... [Continue Reading]

15-01 Herding Cats: Being Organized

Salespeople can be difficult to organize: all the more reason to do so. Set simple goals, develop a schedule and use it. Make sure that meetings start and end on time and keep what you expect from your team simple and make them stick to it. ... [Continue Reading]

14-04 The Conceptual Sale: What is the Sound of One Hand Clapping?

The sales process sits along a continuum, from the commodity sale at one end, to the conceptual sale at the other. Each has its own challenges: part of what makes selling new technology fun (and challenging) is that it is at the conceptual end, it is about ideas. Ideas that change business. ... [Continue Reading]

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]

13-34 Keep Your Comp Simple, Generous, Fair

Keep comp for your sales team simple and generous: they are working with you to prove out your product market fit, pricing and sales process. Underpaying them or burdening them with an overly complex comp plan will only discourage them. ... [Continue Reading]