Category: Startup

The Best Sales Books Ever!


Well, may be not the best books ever but at least I got your attention. These are the sales books I actually finished reading and for good reason because they rock! “Believe me” you won’t be disappointed.   Selling the Wheel by Jeff Cox, Howard Stevens By far the most enjoyable sales book I have ever read.

Red Zone Selling – How to score more than your opponent


Closing a deal is a lot like scoring touchdowns. With the right players, plays & execution you’ll score more than your opponent, but not every possession turns into a score and not every opportunity closes. The key is to have a plan, a process & execute. I would like to introduce you to “Red Zone Selling”

Startup Sales Dilemma: Why do a POC?


In order to get commitments from your first paying customers you will inevitably have to do a pilot or what is commonly known as a “proof of concept” (POC). Don’t fight it, it comes with the territory in startup sales. This is especially true if you’re a ground breaking solution with no other competitors. Enterprises

The Startup Founder’s Dilemma – Getting Customer References!


This is the third post in this series.  The customer reference is extremely valuable as you go to market. You’ll need customers early on to help build your creditability and validate your solution. Not having customers to reference will turn away some prospects that are not early adopters or are less prone to go with early stage

The Startup Founder’s Dilemma – When to hire your first VPS?


This is the second post in this series. The first post is The Startup Founder’s Dilemma – How to scale sales?  As stated in that post, before considering hiring your first Vice President of Sales (VPS) you would have hired 2-4 sales reps, began growing recurring revenue and the founder(s) would be acting as the head of

The Startup Founder’s Dilemma – How to scale sales?


As a founder you’re selling every day, to VCs, to candidates, to vendors, to analysts, to the press and to customers. The first sales people at a startup tends to be the founder(s). No one can sell the company’s vision better than the founder(s) which is why they are best equipped for early sales results. However, you can’t