Sales and Marketing–The Key to Funding for Startups

Putting Customers, Sales & Marketing front & center in your funding strategy is not just smart thinking, it’s your best path to affordable capital. I’ve recently spent time at a slew of VC and private equity conferences that included American-Idol-style bake-off presentations for companies seeking funding for startups, and a number of themes resonate. The.. read more →

Why Field Sales Reps Should Never Initiate a Deal

It seems counter-intuitive, even controversial, to say Field Sales Reps should not initiate a deal. But closely examining how a sales pipeline works tells the real story. Every sales pipeline has a wide front-end of unqualified raw leads, and a narrow back-end of wellqualified prospects with well-defined pain points. The more time a Field Sales.. read more →

Sales is on Venus, Marketing is on Mars

The disconnect between Sales and Marketing Who’s to Blame? It’s no secret that the ‘planets’ of sales and marketing often don’t align in new technology ventures. Often animosity exists between the sales and marketing groups as they pursue a common goal, increased revenue and market share. Clearly, the result is missed market and sales opportunities. Why does this.. read more →

Consider this: Why Field Sales Reps Should Never Prospect

Let’s face it, most Field Sales Reps do a lousy job of prospecting -they dislike doing it, they are lousy at it, and they are way too expensive a resource to be doing it.   In talking with CEOs and VPs of Sales, one of the biggest challenges they express is the inability to consistently.. read more →

An Ideal Sales Compensation Plan For A Lead Generation Team

This topic is important because the Sales Compensation Plan for the Lead Generation Reps is one of the main motivators of the Reps, and thus dramatically affects their productivity, your pipeline, and your revenue success. One of our accounts set their Sales Compensation Plan up similar to what we describe below, and the Lead Generation.. read more →

Lead Generation Strategies for Inside Sales Managers

So you’re in sales, what’s your lead generation strategy? It’s critically important for inside sales to be tightly tied to lead generation. The Inside Sales Manager should work closely with the lead generation team to set a strategy, manage campaigns, and measure the results. Consider this: Do your reps know what your prospects are currently.. read more →

Primary Market Research Studies–The Key to Revenue and Profitability

Succeeding in an early-stage company means understanding and catering to the ultimate business driver: Customer Pain Over the years, I’ve worked with about 100 startups. I’m still surprised by the number of “build it and they will come” companies who are just hoping the product they’ve developed will connect with customers in a profitable manner… read more →

Changes take time AND repetition – Implement new processes in a way that increases adoption and reduces belly-aching.

Sales Managers love developing new processes (whether they will admit it or not). Maybe it’s the promise of fixing the problems that have plagued you and your group, or the hope of easing frustrations in the foreseeable future. Regardless, new processes make us feel like progress is forthcoming. However, most Sales Reps are resistant to.. read more →

Best Practices: A Day in the Life of a Sales Development Rep

Many SDRs have a hybrid role, with responsibility for following up on inbound leads from Marketing and for doing targeted outbound prospecting. The struggle is balancing their time between the two. Below we have outlined a best practices structure to help SDRs organize their time.   The structure is simple, break down your day into.. read more →

Breaking Through: How to Crack into Any Account

Using LinkedIn to Find Target Prospects Prospecting has changed. There is no denying that the same tried and true methods that worked 3 years ago, have lost their luster. Companies are guarding their employee data like never before, so finding the right person to call is tougher than ever. Gone are the days when you.. read more →