26-31 Lead Nurturing

Your outbound marketing program should effectively nurture leads for you sales teams: folks they have talked to who are not ready to buy but that they want to track. You probably won't be able to afford hiring a team of SDRs so this will have to take their place. ... [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]

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]

Startup Marketing and Sales: How to Manage Them

As you think about your marketing and sales effort it is wise to have a structure in mind that you can use to manage your own and investors' expectations. I like to think about efforts to promote and sell a product as a combination of a marketing cloud and a sales funnel.  The cloud encompasses ... [Continue Reading]