Podcast Show Notes Think of trade shows and events as revenue drivers. It is a place to start building brand equity rather than closing immediate deals. Also, use the time to have the sales people meet their prospects in the pipeline face to face to build the rapport further. Small, better targeted events can be […]

The post How to get more sales from conferences with Pia Heilmann appeared first on Startup Sales.

Podcast Show Notes Time to first contact is very important and you should build a system in place to enable you to get to the lead within the first 5 minutes before the client does. If you catch the prospect that quick, it allows you to have to conversation with them and set the standard […]

The post How to measure your SDR and Sales – Jonah Mandel appeared first on Startup Sales.

Show Notes First question you should be asking in a startup environment; When are you ready for a business development vs just sales? To answer that you need to answer other questions; do you have a sales process? Usually sales and business development will be done by the same person in the earlier stages. Are […]

The post Ready for Business Development or Just Sales? appeared first on Startup Sales.

Show Notes When starting with your first salesperson you need to set the mechanisms in place to track the data points before you start selling. Then begin to build your outbound script or story. To approach outbound prospects, it is important to use all forms of communication you can. From LinkedIn to emails. They allowed […]

The post Taking Pricing off the Website appeared first on Startup Sales.

Show Notes His sales team is more of a consultative sales team. He has a technical product that requires a lot of different people to be involved on the team. He finds though that if you show up to a meeting with a lot of people the prospect can feel that they are just paying […]

The post From Individual Contributor to Sales Leader appeared first on Startup Sales.

Show Notes To begin any prospecting, you have to ask yourself two questions; 1) What is the outcome I can help the prospects receive and 2) Who is the right type of customer that this would appeal to. If you do not demonstrate (quickly) how and why the customer should pay attention to you, there […]

The post Common Prospecting Mistakes with Mark Hunter appeared first on Startup Sales.

Leaders always need to keep their fingers on the pulse of the people.  If you have a people centered leadership style (not a product or financial) you are ahead of the game and know how to get the best of team. Give responsibility to the top sales people by having them lead a special project. […]

The post Biggest mistakes a company makes when structuring the team – Jeff Manning appeared first on Startup Sales.

In a new hire he is looking for a natural sense of curiosity and the basic understanding of how a business operates. For Gary, if you come to an interview and have no questions for the manager, it is not going to be a good fit. A common problem with pipeline forecasting is over qualification […]

The post To succeed plan for the end – Gary Johnson appeared first on Startup Sales.

Most sales problems come down to one thing… Prospecting. This causes you to have smaller funnel which then makes you discount and make concessions you do not want to make. If you have long sales cycles, qualifying becomes more important as you could waste a lot of time until you find out they are not […]

The post Problems in a sales pipeline – Benjamin Dennehy appeared first on Startup Sales.

His team is working mostly (about 95%) outbound. His outbound leads have a 10 day cadence of 5 emails and 5-6 calls to try to get the conversation going. He is using outreach to manage these cadences. It takes them about 150 calls before having a good conversation with a potential client. Eric believes that […]

The post Outbound prospecting Eric Nadeau appeared first on Startup Sales.