Posts Tagged ‘startup’

The Dumbest Hiring Hack You’re Using

There is an ancient proverb that says, “The best ideas always come from the oldest person in the room.” Wait, no there isn’t.   Well at least the best ideas always come from the most established companies.   No? Guess not.   You see, experience is just that – experience. It’s not skill. It’s not…

Read More

How To Go From Zero to Sales

This is a topic I discuss with people nearly every day. I have clients and friends trying to design sales processes and build sales teams, and I have a network full of sales professionals who need to know how to fill their pipeline. So I decided to write it all down (well, the big bold version of…

Read More

How to Sell a Losing Product

You don’t sell the world’s best product or service. Well, maybe you do, but let’s pretend you don’t. Let’s say your product is lagging behind three others in your same market. So how are you going to sell anything? How can you possibly hope to position yourself against better products? At some point (IRL) you…

Read More

How I Hired & Onboarded Sales Noobs Who Became Rockstars

When you run a cash-strapped startup, you’re always looking for a bargain. It gets risky when you hire talent based on how little money they need to be paid. But hiring inexperienced salespeople can pay off in the long run if you know how to develop your team members.   My business partner and I…

Read More

The MacGyver Sales Rep Myth

I grew up in the 90’s and caught the tail end of the MacGyver show just as it was wrapping up its final season. In one episode I still remember, MacGyver made a functioning airplane from random parts in an old garage. I loved it. If you haven’t seen the show, Angus MacGyver was a…

Read More

The 10-Point Sales Success Checklist

Every time I meet with a prospective client, I have the same questions. When we decide that the fit is right and we work together, I take those questions and dive deeper.   These ten points are the exact checklist that I go through to help my clients sell more. They’re somewhere to start from…

Read More

5 Common Startup Pitfalls & How to Avoid Them

I didn’t build Facebook. I didn’t sell my software startup to Salesforce. But I have worked with quite a few startups who have struggled to reach sustainability. I’ve seen a few of the same challenges over and over again, so I compiled them into this list. For each pitfall you’ll see a detailed description and…

Read More