De-Risk Your Sales Process with Better Hiring

As a sales guy, I’m pretty familiar with the various negative stereotypes of salespeople that exist out there in the world.  When many people hear the word “salesman”, after all, their brain immediately conjures up the classic image of a skeezy guy with a bad suit standing on a used car lot.  They picture a person with shifty intentions doing whatever he needs to do and saying whatever he needs to say to get the customer into a car and off the lot so he can move onto his next victim.

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Turning Your First 5 Customers Into 50 [VIDEO]

I’m always super appreciative when I’m invited to speak at a conference like this, as startup founders are some of my favorite people in the world.  They’re driven, passionate and working really hard to get their businesses rolling.  

One of my goals is to help founders by equipping them with the tools they need to grow.  I don't mean helping handing them sales productivity software, either.  While sales software is great for larger companies, most founders just aren’t there yet....

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A VC Investor’s Advice for Founders [Video]: Joe Floyd of Emergence Capital Talks About Startups and Investing

As a partner at Emergence Capital, Joe Floyd has over 10 years of experience in working with and investing in startups. With expertise in building cloud startups, Joe has invested venture capital in some of the frontrunners of today’s cloud application market.

I recently had the opportunity to sit down and chat with Joe. We talked about his perspectives on the venture capital process, how he finds startups that interest him and when he knows he’s found the right product.

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Mapping Orgs and Buyers: How to Take Names and Kick Ass at Startup Sales

Regardless of which method of organization mapping you find works best for you, the goal is always the same:  to identify the key influencers in your target accounts.  Strong org charts, after all, can tell who who you need to be in touch with and how you can go about pitching your product to them.

The mistake that many startup founders make when it comes to organization mapping, though, is relying on their sales team to identify these influencers as they sell.  This is a mistake because it leads to a reactive data set instead of a proactive account mapping strategy.

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The Buyer's Guide to Selling Software [Video]: Sam Trachtenberg, VP at AdRoll Explains the B2B Buying Process

Sam Trachtenberg, VP of Operations at AdRoll, gives us a valuable look at the way large companies make investments in software purchases.  In this video Sam shares his buying process, touching on everything from how vendors get their foot in the door to the way contracts are renewed.  

During his talk, Sam was generous enough to outline a few of the questions he asks himself when considering the value of a potential purchase.  Here are a few of the questions that Sam asks himself and his team before buying anything for their business:

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