Episode 37: Show Notes. Today on Startup Sales we are joined by Karen Rhorer who is the Customer Success & Sales Strategy Lead at Atrium. She is here to talk to us about the vital area of sales ops and how to measure KPI's the right way! We get into the creation of sales campaigns […]

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On the show today we welcome Justin Welsh to talk about building strong initial sales teams, hiring the right people and maintaining and growing their impact through great sales processes and practices. We discuss Justin's exact ideas around these vital stages of any startup's lifespan and our guest generously shares his own experiences and the […]

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Notes SDR is compensated on a booked meeting that gets qualified from the sales person. The sales people are able to hold onto an account as long as there is up-sell potential. Whereas typically a company will take the account away from the sales person right after they are closed or up to 3 months […]

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Show Notes His first hire was an SDR as they had so many inbound leads coming in. Eventually he had the SDR also take control of the sales cycle for any lead with less than twenty seats. From the start, Amit wanted to ask for money from the prospects as opposed to giving it away […]

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Notes At the beginning, he boot strapped his company which gave him more room to learn and make mistakes. He recommends this route to new entrepreneurs as when you do go to get investment down the road, you will get a better valuation as you will know your numbers and know your cycles. B2B companies […]

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Notes Your go to market strategy comes in 3 stages; 1) People are paying for your product 2)You hire sales people and they are able to get people to buy your product 3) You start to scale and put systems in place while still selling your product. A common failure that happens for early stage […]

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Notes Sales is an art form. There are many aspects to it and the buying/selling “dance” is amazing. The best way to train/coach sales people is to use real phone calls, not role playing. One of things you should be doing from the start is to record all your calls and video meetings so that […]

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Notes Making the move from a highly structured environment and being able to have a big name to back you up is a huge difference from the life of a startup. Avi made this transition very well when he moved to Israel and joined his first early stage company. Having credibility is inherent when working […]

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Show Notes Even as a small company (of about 10) they have weekly meetings with everyone to discuss what the prospects are saying so that they can all learn, provide feedback to each other and improve. Had a monthly churn of around 12% and MRR around $30k when they decided to hire their first sales […]

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Summary One of the biggest mistakes he sees in new startups is that they get to the sales too late. This means that they take too long before asking for money. Feedback from non-paying customers can not be taken seriously, so you need to get them to take out their wallet. Another big problem he […]

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