Working at a start-up is challenging…no matter the role. It’s kinda like flying in a plane while the plane is still actively being built. Definitely not for the faint of heart. And the pressure is even higher for sales in a start-up because the company literally lives or dies based on revenue. So, what does it take to be successful in a sales role at a start-up>

That’s why we’re talking with Kate VanLue, VP of Revenue at AudiencePlus where she oversees sales strategy, partnerships, and growth. With more than 15 years of exceptional performance in B2B and B2C sales environments, Kate has developed and honed her skills in customer relationship management, sales operations, recruiting, coaching, and team building.

In this episode, Stephanie and Kate talk about what it takes to work in a start-up, the challenges facing sales leaders, how to think about measuring sales effectiveness, and so much more. 

Key Takeaways:

1. Being successful in sales at an established company doesn’t mean you’ll be successful in sales at a start-up or scale-up.
2. Start-up sales leaders and AEs need to be resourceful and willing to wear multiple hats. You will have to build EVERYTHING from scratch. 
3. Nothing should be scalable for a while. That’s the nature of a start-up. 
4. Getting attention from prospects is REALLY hard. Invest in building a brand for your company and educating the market about the problem you solve. It makes sales easier in the long-term.
5. An initial “no” from a prospect is likely not a permanent no. It’s typically a “not now.” Education is key to changing these a no to a yes.
6. Forecasting sales is more of an art than a science at this stage.
7. Understanding the financial model of the business is crucial for every sales leader. 
8. Market conditions will happen to your business that you can’t control. Focus your efforts on how you can productively respond to these market conditions.