Selling like an entrepreneur
Over the course of my career I’ve challenged myself. I started my career in broadcasting, moved to product management, then to sales, all of which helped me evolve into an [...]
When to Hire Your First Sales Rep
A critical challenge facing every startup Founder is when to hire their first full-time sales leader. Every business is different, and the exact time to invest in sales personnel [...]
What is a Chief Revenue Officer (CRO)?
One of the questions I get asked most often is "what is a CRO, or Chief Revenue Officer?" In the tech and startup world, job titles tend to go [...]
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! [...]
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 [...]
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," or POC. [...]
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 [...]
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 [...]
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 [...]