37 minutes | Jan 27, 2020
Scaling Through Sales with Verne Harnish
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting your first sales by creating a structure for your calls, demos, POCs and emails. We help find the right way to price your product to reduce friction and make it easy to buy. Learn more at StartupSales.io This weeks guest is Verne Harnish. You can find Adam’s LinkedIn profile here. The post Scaling Through Sales with Verne Harnish appeared first on Startup Sales.
6 minutes | Dec 10, 2019
Getting sales and taking advise with Adam Springer
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting your first sales by creating a structure for your calls, demos, POCs and emails. We help find the right way to price your product to reduce friction and make it easy to buy. Learn more at StartupSales.io You can find Adam’s LinkedIn profile here. The post Getting sales and taking advise with Adam Springer appeared first on Startup Sales.
47 minutes | Dec 2, 2019
Sales Forecasting with Ryan Lallier
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting your first sales by creating a structure for your calls, demos, POCs and emails. We help find the right way to price your product to reduce friction and make it easy to buy. Learn more at StartupSales.io This weeks guest is Ryan Lallier. You can find Adam’s LinkedIn profile here. The post Sales Forecasting with Ryan Lallier appeared first on Startup Sales.
42 minutes | Nov 25, 2019
Outbound prospecting tips with Jeremey Leveille
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting your first sales by creating a structure for your calls, demos, POCs and emails. We help find the right way to price your product to reduce friction and make it easy to buy. Learn more at StartupSales.io This weeks guest is Jeremey Leveille. You can find Adam’s LinkedIn profile here. The post Outbound prospecting tips with Jeremey Leveille appeared first on Startup Sales.
45 minutes | Nov 18, 2019
Getting your clients and scaling with Johnathan Grzybowski
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we work with you on getting your first sales by creating a structure for your calls, demos, POCs and emails. We help find the right way to price your product to reduce friction and make it easy to buy. Learn more at StartupSales.io This weeks guest is Johnathan Grzybowski. You can find Adam’s LinkedIn profile here. The post Getting your clients and scaling with Johnathan Grzybowski appeared first on Startup Sales.
43 minutes | Nov 11, 2019
Adopting the wrong go to market strategy with David Brock
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we build the sales process with you, working with you on building out your sales strategies and building your team, finding the right pricing, everything you need to get up to and beyond $1 million in annual revenue. Learn more at StartupSales.io This weeks guest is David Brock The post Adopting the wrong go to market strategy with David Brock appeared first on Startup Sales.
51 minutes | Nov 5, 2019
Learning from both your losses and wins with Spencer Dent
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we build the sales process with you, working with you on building out your sales strategies and building your team, finding the right pricing, everything you need to get up to and beyond $1 million in annual revenue. Learn more at StartupSales.io This weeks guest is Spencer Dent The post Learning from both your losses and wins with Spencer Dent appeared first on Startup Sales.
39 minutes | Oct 29, 2019
Relationship Based Sales Tips with Nick Cegelski
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We have a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we build the sales process with you, working with you on building out your sales strategies and building your team, finding the right pricing, everything you need to get up to and beyond $1 million in annual revenue. Learn more at StartupSales.io This weeks guest is Nick Cegelski The post Relationship Based Sales Tips with Nick Cegelski appeared first on Startup Sales.
42 minutes | Oct 21, 2019
Training Sales and SDR with Shaan Hathiramani
Startup Sales is helping early stage B2B startups get to $1 million ARR. With this podcast we help founders and early sales leaders with building a repeatable and scalable sales process. We also offer a bootcamp for early stage startups with a sales price over $500 MRR. In the bootcamp we build the sales process with you, working with you on building out your sales strategies and building your team, everything you need to get up to and beyond $1 million in annual revenue. Learn more at StartupSales.io This weeks guest is Shaan Hathiramani Transcript [0:00] Everybody welcome to another episode of startup sales today we're gonna be speaking with shawn and shawn is from anit's really amazing i have so today we're gonna be speaking about hiring account executive in the training and how should you train them and even before that no inwho did hire do you hire thi is the hiring account executive VP sales so we're gonna discuss all this in it,really insightful really know sister because action that's when is complete dallas is train train celsius,startup sales is a podcast about what it's really like to get a business off the ground.We talk with the founder is the CEO and sales VP from the tech market you learn how to build and scale the sales to you also hear about the challenges kentucky stations from other bots and failuresi am now you're who's the best startup sales podcast. [1:01] Music. [1:10] Hey everybody i want to speak to olivia a real estate startups are out there that you listening to tests and i know i,in the early stages it's very hard to understand how to get your pricing right light to price it out what kind of model to use or even how to run phone calls and emotional to that you're getting that momentum forward in the process,who riding sales e-mails automation and even higher now to team that's kinda why we put this whole podcast together if you,handsome help you help you through this process what we've also development bootcamp at test startup sales that's for b to b startups between the seeded to series a round,with the transactions over five hundred dollars monthly.Hi in-depth building of your sales process as from how to run a phone call stating the right pricingput in the automation together riding the sales emails in hiring right team for your business so if you're interested in that head on over to startup sales data ohadd we look forward to talking to you let's get today's episode. [2:23] Hey sean thanks for joining us adam thanks for having me.I'm really excited to have you hear from you know i'm retired before and no little bit about your history and background but can you give everybody a little background about you and why did she hear what you have to say.Absolutely first and foremost is a mansion thanks for having me on your podcasts i think it's a great resource for startups,looking to scale and figure out this whole sales thing so i feel about the lion,as far as me and i said and why are in in the space first and foremost with built-in scales teams ourselves so we were the first ladies and intercom and built in scale,the tire in advance sales team from zero one hundred work that companies like dropbox and box and google.The second we actually support companies like a table and gusto and i help them find the best sales reps.And the third presented to listen to this house looking at the top performing episodes in startup sales that it's a bunch of really smart white guys with various degrees of receiving hairline seven,good to have a different perspective what kind of an identity diversity in,i'm here to share more about how that diversity actually leads to more productive sales sales companies like to hear table. [3:42] Great i'm looking forward to but in our defense we do have another indian and i can think it's never really smart guynewest stuff as well i have to join us if you take a listen to his accent is well incorrect because good um.So i have a question about your experience is it sounds like although it was more based on the transaction all other cycles that true,when we seen a better person i think in working with companies,add we support them in scaling a sales teams we've seen a whole range of different kinds of sales psychosis of example.Launch takeaway selling devops feature fighting software very different than selling high velocity cloud storage for box right then,what that commented different approach to hire a different approach to training in a different approach to what you're looking for talent why isn't.We've been able to collect a lot of data from those companies to see what are the kinds of trades to help people succeed. [4:42] Okay so and when you say you were hiring for your scottsdale like anybody in the process or on the STR hey.For now we're focusing on st pick is a become the future leaders of these organizations and of course you want to find people who can go for missing beat am in market market and surprise,it's we spend a lot of time thinking about how those transitions happening.Ok so you said and yeah alot of transaction lot of more like long sales process if you take one extreme to the other. [5:15] What's one thing you should be looking at for ere is dri want to use to be looking for at friend sides sure select start on the transactional side of things hi velocity you're able to connect with other a pretty robot shop a find all,any one st of what you might suspect are able to be extremely extremely conscious and organized without instructions dan.I huge amount of discipline in terms of what that process looks like and some not sure if it's exactly transaction but a great example of sales often,i wanted this thing sales like that is an addition to our outrage is either able to not only get in front of their target is the best dr but they're also able to be about balancinghow much time it is pending prospect think i have much spending on calls at how much i spend later creating content,i am using candles like linkedin to actually talk about the pain points that your customers are experiencing and one set your selling is well with your company. [6:16] Interested so i want to get back into that way because you saying that there is the army coming from leaders and i think it's a really important that i want to go to what's on the other side what you find,yeah so the moral visionary longer psycho enterprise sales i think a lot of that piece of the equation fees instead of actors really having a really good english stream mapping and fire persona mapping of,how can i get really good at disqualify him in addition to qualify thanks so much sales there's an emphasis on the qualifying to make the sale but especially on longest cycle sales,your opportunity cost of wasting time on deals that won't go anywhere is far greater because you can't keep turning the final,i am getting more leads me to look for a cure really a chance to asking really hot questions lol research questions and moving on to the next ones because you want to spend time on the five deals and a quarter there gonna help you pick your number. [7:18] Why you so happy you said that you can do is something that i struggle so much with what i'm working with sanders is too. [7:27] Show matt you have to be able to disqualify quickly on this longer sales processed on the transactional side,you have to be able to say i quickly being that l like they're not relevant they have maybe less than five percent chance close by. [7:41] Exactly it takes a certain degree of conviction and confidence and discomfort to say that because you re wired as a human to keep pursuing and pulling of credit and so walking away is the most powerful thing you can do.So you know but it's so hard because i feel itno i no love another feeling not what's the status again because it's like well i don't care i don't have anything else right now i need to be work getting any deals like candy what would you say to,yeah yeah what's a good way to reconcile my feelings to think about something that you can understand better why he might be even hiring for your company,the best employees who come eventually work for you.Necessarily applying the inbound direction to once you find out that,the quality of inbound leads is what you have today and it's what you have been selected in to see if you no prospective on the call human other then they're probably the lowest hanging fruit but may not be the best think your business,the outbound candidates are looking to recruit on your team to join to build your enterprise sales organization.They are the ones you haven't seen you engage with your actually a target to do the thing that you want them to do and sales is very similar,they have to be super thoughtful about the ones that are coming to you that seem like the siren songs actually may not be the best for your business and that's a men's online chat. [9:02] Yeah let's add another thing that maybe not bb set my call of i don't like the coming wave money in funny you still may not want them because they.More resources be less profitable.Add.Can i mail them to see fred and so your ability to land expanded just limit your always thinking about two three or five steps ahead and working out in circulation the pipeline.Yeah how city alright so let's talk bout time management.How far fresh than plastic this is good foster founder's when taking the sales role for any roll that in specifically the sales for all you said that,you know any prospects on outbound actually working on the cells in the pipeline and also becoming a bit later. [9:55] Why become a flight later it's one of the best investments you can make it because it still oh acquisition cost selling you can do.But it takes a while to build up you have a unique expertise as a founder because you leave and presumably what you're building and what your selling for your continuousl
40 minutes | Oct 15, 2019
Should You Hire a Rep with a Rolodex? With Scott Sambucci
Episode 61: Show Notes. Today we are joined by Scott Sambucci, founder and CEO of SalesQualia, to talk about how to go about building your sales team from the ground up. Scott helps B2B startups grow and has gained a vast amount of experience in the sales arena over the last three decades. In this episode we talk about how to get your first clients, which clients to target, and how to go about prospecting. Scott then unpacks the hiring of your first sales person and what this means to the sales team and your company in general. We look at the idea of employing someone with a big Rolodex and what the possible benefits of this type of hire can be. Scott believes there are a limited amount of ways that this can be a successful move and details these for us on the show. Our guest makes strong arguments for keeping the concept of problems and solutions at the centre of your operations and sales mentality, and also explains the reasons why so many startups fail. For all this and more fascinating and useful conversation, be sure to listen in to Startup Sales today! “I think that is the best place to start. Start with a target market so you can get really good at understanding how they view the problem that your product solves.” — @scottsambucci Click To Tweet Key Points From This Episode: Scott's professional background, founding history, and his company, SalesQualia.Getting going in the early days and narrowing down your target market.What is the problem that your customers face? Solving something that is easy to define.Mapping value and friction for your customers; clarifying the timeframe of your solution.When and how to start building your own sales team. Don't outsource sales! Keeping it at the core of your operation. The links between fundraising and sales; finding likeminded people and financing.Why a Rolodex does not equate to creating sustainable sales in a startup.The benefits of honesty and abandoning a facade with your customers. Care and ownership with your sales; implementation and the whole package. Scott's two favorite sales and leadership books.Some of Scott's go-to people for sales inspiration and leadership.Scott's sales advice to all the startup founders out there!And much more! “When you're making that sale, don't just sell the product, sell the implementation, sell the whole package.” — @scottsambucci Click To Tweet “You don't always have to start at the highest value problem.” — @scottsambucci Click To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Scott Sambucci — https://www.linkedin.com/in/scottsambucci Startup Selling — https://podcasts.apple.com/us/podcast/startup-selling-talking-sales-with-scott-sambucci/id1044359904 SalesQualia — https://salesqualia.com/ Blend — https://blend.com/ Hewlett Packard — https://www.hp.com David Packard — https://biography.yourdictionary.com/david-packard Bill Gurley — https://www.forbes.com/profile/bill-gurley/#503706e17eba Paul Graham — http://www.paulgraham.com/ David Cichelli — http://www.davidcichelli.com/ The Alexander Group — https://tagsearch.com/ Pearson — https://www.pearson.com Major Account Sales Strategy — https://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144 Stop Hustling, Start Scaling — https://www.amazon.com/Stop-Hustling-Start-Scaling-Repeatable-ebook/dp/B07R7RW39Z Kris Duggan — https://krisduggan.com/ Betterworks — https://www.betterworks.com/ Palantir — http://www.palantir.com/ Webex — https://www.webex.com/ Trish Bertuzzi — https://www.bridgegroupinc.com/trish-bertuzzi Bridge Group — https://www.bridgegroupinc.com/ Predictable Revenue — https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213 Aaron Ross — https://www.linkedin.com/in/aaronross Marylou Tyler — http://maryloutyler.com/ Predictable Prospecting — https://www.amazon.com/gp/product/1259835642/ The post Should You Hire a Rep with a Rolodex? With Scott Sambucci appeared first on Startup Sales.
32 minutes | Oct 7, 2019
What to Look for in a CV with Sean Sykes
Episode 60: Show Notes. On today’s episode, we are joined by a great guest, Sean Sykes, the CEO of Peak Sales Recruiting, a company that specializes in helping organizations build high performance sales teams. Sean provides some valuable, in depth insights into the hiring process. Having climbed up the ranks from salesperson all the way to management and leadership, Sean is well versed on the ins and out of what it takes to hire great sales people. He takes us through many topics, ranging from what to look for in a CV, culture of fit and interviewing tips for hiring. While the CV is a valuable tool in the hiring process, it should be used only as the first filter when screening the candidates as there are many other things to consider. The jobs market is the tightest it has been in decades, so attracting talent is not simply about attractive financial compensation. This is why it is important for companies to establish values early on in order for them to attract candidates who align with and will work towards achieving these values. When people feel a sense of belonging, not only will they show more loyalty, but they will truly flourish. To gain more insights into hiring great candidates, join us today! Key Points From This Episode: Some things to look out for on a prospective candidate’s CV.What culture of fit really means and why it’s important.What the four Fs to take into account when hiring Three ways to attract top talent away from where they currently are.What to look on for in the initial call after reviewing the CV. Why Sean uses psychometric testing. Which practices people can use to hire better.And much more! “People that have a different lens can sometimes come in and they can see obstacles and ways to get around them that the current team may not.” — Sean SykesClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Sean on LinkedIn — https://ca.linkedin.com/in/seansykes-peaksales Peak Sales Recruiting — https://www.peaksalesrecruiting.com/ The post What to Look for in a CV with Sean Sykes appeared first on Startup Sales.
36 minutes | Oct 1, 2019
Interview for Top Sales with Sabba Nazhand
Episode 59: Show Notes. In this week’s episode of Startup Sales, we welcome Sabba Nazhand. Sabba is the Vice President of Sales at WorkGenius, a startup specializing in AI digital workforce solutions. Sabba is a long-time leader in the B2B tech sales space and specializes in growing and leading tech sales teams. Having been involved in startups for almost his entire career, Sabba has seen quite a bit in his time and in this episode, he shares his valuable experiences with leadership, sales management, hiring and much more. Sabba shares the hard lessons he has learnt as a manager of a sales team, as well as the unique qualities that he believes make a great leader today. We also discover what types of salespeople you should be hiring and the key questions you should be asking them during the interview process. If you are a new manager in the field, then this episode is a must! “Sometimes as a sales leader you feel like you’re on your own island.” — @SabbaNazhandClick To Tweet Key Points From This Episode: Discover more about Sabba’s career in startups.Core differences between an early-stage startup and an IPO.Learn more about the journey of WorkGenius.The art of the sale versus the science of the sale.Questions to ask your sales team candidates when hiring.Tools that WorkGenus uses in their early-stage sales processes.Sabba shares his results from picking up the phone.What to do when a top performer is not reaching target.Sabba shares his biggest challenges of being a manager.The importance of letting your sales team fail.How time blocking can save your career and personal life.Discover the unique quality that makes a great leader.And much more! “You’re not going to have all the answers and that’s okay... become better by learning and reading.” — @SabbaNazhandClick To Tweet “Letting them fail is one of my top priorities as a manager and leader.” — @SabbaNazhandClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Sabba Nazhand on LinkedIn — https://www.linkedin.com/in/sabbanazhand/ Sabba Nazhand on Twitter — https://twitter.com/sabbanazhand?lang=en WorkGenius — https://www.workgenius.com/en-us/ Sales Force — https://www.salesforce.com SalesLoft — https://salesloft.com/ Zoom Info — https://www.zoominfo.com/ Panda Doc — https://www.pandadoc.com/ LinkedIn Navigator — https://business.linkedin.com/ “The 7 habits of Highly Effective People” by Stephen Covy — https://www.goodreads.com/book/show/36072.The_7_Habits_of_Highly_Effective_People “The Sales Acceleration Formula” by Mark Roberge — https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072 “American Gods” by Neil Gaiman — https://www.amazon.com/American-Gods-Neil-Gaiman/dp/0380973650 Jeremy Donovan — https://www.linkedin.com/in/jeremeydonovan/ Jake Dunlap — https://www.linkedin.com/in/jakedunlap/ The post Interview for Top Sales with Sabba Nazhand appeared first on Startup Sales.
26 minutes | Sep 24, 2019
When and How to Hire SDR with Bruce Zivan
Episode 58: Show Notes. Welcome back to Startup Sales everybody! Today on the show we are joined by Bruce Zivan, Senior Director of Global Sales Development at Graduway, to talk us about SDR and how to go about hiring a great team for your company. We also talk about the preparation stage that comes before the actual hiring process, the importance of CRMs and how to use pain points to capture your ideal customers. We start off the conversation with some of Bruce's work history and how he ended up in his current role at Graduway. From there, Bruce shares some of his sales call philosophy and the SDR setup at the company before unpacking their outbound process. Our guest highlights the usefulness of relationships, ongoing affiliations and current customer profiles in pitching to new clients and how the work done in SDR is the figurative front lines of the battle! We discuss challenges, setting up the SDR team in a startup and Graduway's hiring process too. Bruce is of the opinion that there is not only one type of good salesperson, and that managing and hiring a good team means an appreciation of the array of skills that contribute to success. So for all this amazing information and an inspiring chat about a vital part of startup sales, be sure to join us today! Key Points From This Episode: Some of Bruce's work background, experience in sales and past employers.Bruce's current SDR and AE setup at Graduway and philosophy to calls. The outbound process, end user profiles and how Graduway approach prospects. How Bruce and his team utilize ongoing relationships and affiliations. Challenges that face Graduway at the moment; new markets and growth. Work on the SDR front lines and how important that role is in the sales process.When to start building an SDR team as an early stage startup. The sales tools currently being used by Bruce and Graduway. Management challenges that Bruce has experienced; recruiting and time constraints.Graduway's hiring process and the role of the HR director in finding good candidates. The difficulty of defining a good candidate and the X-factor of sales skills. The variables and contrasting nature of sales; appreciating a broad range of styles. Bruce's distrust of primarily managing by numbers, reports and KPIs. And much more! “When you get somebody and you're going in a certain direction you need to keep pushing into that direction.” — Bruce ZivanClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Bruce Zivan — https://il.linkedin.com/in/brucezivan Bruce Zivan Email — firstname.lastname@example.org Graduway — https://graduway.com/ Paychex — https://www.paychex.com/human-resources Boise Cascade — https://www.bc.com/ Panaya — https://www.panaya.com/ WalkMe — https://www.walkme.com/ SalesLoft — https://salesloft.com/ SalesForce — https://www.salesforce.com HubSpot — https://www.hubspot.com/ The post When and How to Hire SDR with Bruce Zivan appeared first on Startup Sales.
29 minutes | Sep 16, 2019
The Future of Sales with Mark Fershteyn
Episode 57: Show Notes. On this episode of Startup Sales we have Mark Fershteyn joining us. Mark has been in sales for a long time, going from sales to management to Director of Sales and now he is the founder of a startup called Recapped. Having been in all of these positions, he knows and understands each stage of the process very well and, from this vantage point, talks to us today about the future of sales and why there will be an increasing move toward collaborative technology which would require greater participation from buyer and seller. He shares his thoughts on the relationship between automation and personalization and then goes on to discuss fundraising tips, selling to investors, managing an early stage sales team, some of the challenges he has faced and how he managed to overcome them. Be sure to tune in for all of this and more! “I don’t think they’re mutually exclusive. You can use the automation to drive more personalization.” —@markfershClick To Tweet Key Points from This Episode: The challenging yet exhilarating position of an SDR and why they deserve more recognition. How buyers and sellers are going to collaborate through technology to drive sales forward. Examples of future collaboration tools that certain companies are already utilizing. Automation and machine learning not as a threat but as enablement for reps. The relationship between automation and personalization. How Mark is approaching fundraising and selling to investors. Tips for making your sales deck and why you need to focus on the big picture narrative. Building empathy as one of the biggest challenges in managing an early sales team. The standard of output and why sales as a profession asks more of people than other jobs. The two most important aspect for a career in sales: a good work ethic and teachability. An empathy exercise and the need for leaders to put themselves in others’ shoes. The biggest mistakes Mark has made as a sales leader and learning to temper expectations. Mark’s favorite sales or leadership books.The importance of always setting clear next steps and keeping momentum in sales. And much more! “I don’t think sales people get fired, I think sales people fire themselves. It’s one of the few professions where you pretty much get to control your destiny 80 to 90% of the time.” — @markfershClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer on LinkedIn — https://www.linkedin.com/in/springeradam/ Mark Fershteyn on LinkedIn — https://www.linkedin.com/in/markfer Recapped — https://www.recapped.io/ Salesforce — https://www.salesforce.com/eu/ Outreach — https://www.outreach.io/ Zoom — https://zoom.us/ DocSend — https://www.docsend.com/ Slack — https://slack.com/ To Sell is Human on Amazon — https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905 Influence: The Psychology of Persuasion on Amazon — https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X SPIN Selling on Amazon — https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136 Jeremy Donavan on LinkedIn — https://www.linkedin.com/in/jeremeydonovan The post The Future of Sales with Mark Fershteyn appeared first on Startup Sales.
36 minutes | Sep 9, 2019
Be Buyer Centric with Kevin Dixon
Episode 56: Show Notes. Today on Startup Sales we are so glad to welcome Kevin Dixon, the founder of Boxxstep! Kevin is someone with so much experience in the sales world and also a leader who remains an active seller with a committed buyer centric philosophy. He is here to explain his approach to sales, tell us about how it is possible to use the evolution of sales to one's advantage and how to stay centered on the buyer's perspective. We discuss the importance of feedback and analysis, Kevin's company and background over the last few decades, the nature of complex sales and how to help buyers make decisions in confusing scenarios. Kevin illuminates the idea of buying teams and how to approach a multifaceted department in order to close a deal. We also go about comparing sales in today's climate to the past and Kevin believes there is 'less fruit on the tree' but still plenty of opportunity to excel. Our guest recommends not solely relying on relationships and while they are vital, it is the problem and need of the customer that will initiate the sale more than any other factor. We talk about all of this and more on today's great show, so join us! “A lot of the time, the complexity means they can't make a decision.” — @boxxstepClick To Tweet Key Points From This Episode: Some of Kevin's work background and experiences in sales since the 1980s.Kevin's company, Boxxstep and the founding ideas behind it. Complex sales, business risk, structure and why Boxxstep can help. Staying focussed on the customer experience and helping them navigate. Typical buyer teams and how they are put together to make decisions. A story from the early 2000s at ELATA that exemplifies Kevin's sales philosophy. No problem, no prospect; people have to want sliced bread in order to buy it. The importance of unbiased questions and allowing a customer to explain themselves. What it really means to be buyer centric. Openness to unconsidered needs in addition to the ones you are aware of. Kevin's favorite sales tools and ways to determine the best ones for you.Some of Kevin's favorite sales books. Advice to early stage startups on improving sales!And much more! “Don't rely on product or service differentiation!” — @boxxstepClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer — https://www.linkedin.com/in/springeradam/ Kevin Dixon — https://uk.linkedin.com/in/kevindixonuk Boxsstep — https://www.boxxstep.com/ Go Consensus — https://www.goconsensus.com/ Three Value Conversations — https://www.amazon.com/Three-Value-Conversations-Customer-Long-Lead/dp/0071849718 Gap Selling — https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001/ The post Be Buyer Centric with Kevin Dixon appeared first on Startup Sales.
34 minutes | Sep 2, 2019
Be More Productive with Time Blocking with Armand Farrokh
Episode 51: Show Notes. In this episode of Startup Sales we welcome Armand Farrokh, Senior Manager of Sales Development at Carta. Armand is here to talk about his sales process and the ways in which you can tighten up your systems and routine for improved results and greater conversion rates. He unpacks what he sees as the golden ration between LinkedIn, emailing and phone calls, for cold contact with potential clients and how best to utilize LinkedIn's platform. For him, mixing these mediums in specific amounts and orders has had the best results and he explains exactly how to do this. We also talk about what he sees as the biggest hurdles in his work and the tools he and Carta use to overcome these. From there the conversation turns to the invaluable technique of time blocking, something that is often talked about but, according to our guest, seldom executed correctly. You will hear exactly how Armand blocks his daily routine for optimum performance and preparation for the next day. For all this and a whole lot more, be sure to join us on the show today! “I like to say 10 to 14 touch points across 30 days.” — @atfarrokhClick To Tweet Key Points From This Episode: A little bit about Armand, Carta and what he does at the company. Armand's typical current sales process and cycle. The best ratio between email, social and phone calls for reaching out. LinkedIn's interface and ways to make the most of a connection request.Some of the biggest challenges that face Armand and his team. Armand's favorite tools; the three key ingredients. The equation of sales and getting the horse to drink from the water. Armand's definition, conception and practice of time blocking. Management and how Armand prioritizes his sales strategies. You have to be in love with what you are doing and like what you are selling! What set Armand apart from his competitors during his work as a rep. Armand's favorite book from the startup world.The one piece of advice Armand loves to share with people in the sales world. And much more! “The bottom line is we live in a world in which you do not have to grind super hard any more.” — @atfarrokhClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer — https://www.linkedin.com/in/springeradam/ Armand Farrokh — https://www.linkedin.com/in/armand-farrokh Carta — https://carta.com/ Crunchbase — https://www.crunchbase.com/ Outreach — https://www.outreach.io/ SalesLoft — https://salesloft.com/ Zoom Info — https://www.zoominfo.com/ PitchBook — https://pitchbook.com/ Salesforce — https://www.salesforce.com Zig Ziglar — https://www.ziglar.com/ Slack — https://slack.com Zero to One — https://www.amazon.com/Zero-One-Notes-Startups-Future/dp/0804139296 The post Be More Productive with Time Blocking with Armand Farrokh appeared first on Startup Sales.
29 minutes | Aug 26, 2019
Account Based Selling with Jeremy Levine
Episode 54: Show Notes. Welcome back to podcast everyone, today we are very lucky to be joined by Jeremy Levine, Senior Digital Adoption Consultant at WalkMe and part of the Sales Hacker 50! He is here to tell us about his work, explain account based selling and the best ways for building rapport with prospects. We chat about first time cold calls, quickly cementing a relationship and the best practices for managers of sales teams. Jeremy believes strongly in getting people on the phone and helping potential clients explain their pain points to you, that way you are able to offer a solution to them immediately. He also talks about being upfront, approachable and transparent with regards to services and prices before telling us what he believes to be his greatest strength in sales. We get into some of the digital tools he and his team use, following up on rejection and Jeremy's best piece of advice to someone making their way in the sales world. For all this and more, join us on Startup Sales today! Key Points From This Episode: Jeremy's roundabout journey to his current position and work in sales.The importance of learning and adopting new things through your career. Jeremy's people centered sales process; prospecting, researching and outreach.The most common rejections that Jeremy experiences and how he combats these. Identifying pain points and digging into how you can relieve these. What sets Jeremy apart from his peers?The central roles of passion and rapport when calling prospects. Jeremy's three main sales tools for his stack.Chasing up on rejection, asking why and finding new roles.The amazing power of the belief of a manager. Jeremy's one piece of advice; don't be afraid of the phone!And much more! The post Account Based Selling with Jeremy Levine appeared first on Startup Sales.
31 minutes | Aug 19, 2019
Important Traits in a Sales Person with David Zeff
Episode 53: Show Notes. In this episode of Startup Sales, we welcome David Zeff. Early on in his career, David started his own sales company and later went on to help other early-stage start-ups grow and build their sales teams. Today, David serves as Head of Sales at Exceed Technology, a leading tech sales company based in Israel, focusing on conversation automation for sales and marketing. In this episode, we talk about outsourcing STR – the pros, the cons, and what David has learned from his own “trial and error” experience. We also discuss the important traits that your sales-people should have and how to better ensure that your new team members are the right fit from the start. We then dive into the highly debated topic of using AI for sales automation, what place it has in today’s fast-paced world and how to best utilize it. If you are an early stage startup wanting to free up your human capital for a winning sales business – this is the episode for you. “There is a new future for SDR’s and it’s being driven by technology.” — David ZeffClick To Tweet Key Points From This Episode: How the fitness industry propelled David’s career in sales.Discover how David got introduced into the AI space.Find out what the sales process looks like at Exceed.David explains the inner-workings of outbound STR.The biggest challenges with STR outsourcing today.The top three questions to ask your outsource STR.Is cold-calling still effective in today’s fast-paced world?Discover how AI can propel your sales process.Why STR’s are so much more than glorified secretaries. Why humans do a better job than bots in enterprise.The various sales tools David is currently using.The top three tips to help you hire the right fit from the start.Why David believes in being obsessive about your time.The power of active learning to help your sales strategy.Discover why “Sales Cures All” (especially in the early stages). And much more! “Everyone you hire early-stage has to understand that a lot of their job description is going to go out the window.” — David ZeffClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer on LinkedIn — https://www.linkedin.com/in/springeradam/ David Zeff on LinkedIn — https://www.linkedin.com/in/davidzeff/ Exceed Technology — https://exceedtechnology.com.au/ Slack — https://slack.com/ Exceed.ai — https://exceed.ai/ Hubspot CRM — https://www.hubspot.com/ Zoom — https://zoom.us/ Asana — https://asana.com/ “Triangle Selling” by Hilman Sorey — https://www.amazon.com/Triangle-Selling-Sales-Fundamentals-Growth/dp/1717186629 “Hooked” by Nir Eyal — https://www.amazon.com/Hooked-How-Build-Habit-Forming-Products-ebook/dp/B00NW01MKM Gong — https://www.gong.io/blog/ The post Important Traits in a Sales Person with David Zeff appeared first on Startup Sales.
30 minutes | Aug 12, 2019
Reducing the Time to Close with Dylis Guyan
Episode 52: Show Notes. In this episode of Startup Sales, we welcome Dylis Guyan. Dylis is an International Sales and Marketing leader, coach and speaker and owner of her own company by the same name. She also serves as Course Director for the Chartered Institute for Marketing and lectures MBA students at Oxford University’s Saïd Business School. For over three decades, Dylis has shown thousands of professional business owners and salespeople how to bring in high-quality, ideal clients on a consistent basis. In this episode, we discuss how to reduce the time to close. If your deals are taking too long, Dylis shares some really great tips on how to shorten that sales cycle and increase average deal size. We also hear the top three biggest mistakes Dylis sees her own clients making: 1.) Give up too soon 2.) It’s all about me 3.) All tactics, no strategy (and how you can avoid them!) If you’re an early stage startup and need expert advice and simple strategies to help refine your sales process – this episode is for you! “Your prospective clients are not interested in you, your product, or your service.” — @DylisGuyanClick To Tweet Key Points From This Episode: Dylis’ background in the sales and marketing industry.The three biggest sales mistakes early stage companies are making.Most companies are giving up too soon; find out why.How to avoid desperation mode through a multiple-contact strategy.Why Dylis’ favorite strategy is to first connect on LinkedIn.Why you shouldn’t be too eager to talk about your product.Understanding your ideal client and where they want to be.How using Google Alerts can set your sales strategy apart.Moving away from pebble-dash selling into personalization.The importance of setting up goals and written plans.Discover how to profile your ideal client most effectively.Dylis’ top tips for reducing your sales cycle time.The power of questioning and listening to understand.Getting clients to see the impact of not doing anything.Quick wins for increasing your average deal size.And much more! “When you’re asking, button your lip, zip it, and listen. Listen to understand not just to hear.” — @DylisGuyanClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer on LinkedIn — https://www.linkedin.com/in/springeradam/ Dylis Guyan on LinkedIn — https://www.linkedin.com/in/dylisguyan/ The Inspired Selling Podcast — https://podcasts.apple.com/us/podcast/the-inspired-selling-podcast-with-dylis-guyan/id1342736632 Chartered Institute for Marketing — https://www.cim.co.uk/ Saïd Business School — https://www.sbs.ox.ac.uk/ Google Alerts — https://www.google.com/alerts Miller Heinman — https://www.millerheimangroup.com/ “Fanatical Prospecting” by Jeb Blount — https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I “Selling to Big Companies” by Jill Konrath — https://www.amazon.com/Selling-Big-Companies-Jill-Konrath/dp/1419515624 “Objections” by Jeb Blount — https://www.amazon.com/Objections-Ultimate-Mastering-Science-Getting/dp/1119477387 “No matter what, don’t get stuck. Go and ask for help if you need it.” — @DylisGuyanClick To TweetThe post Reducing the Time to Close with Dylis Guyan appeared first on Startup Sales.
34 minutes | Aug 7, 2019
Remote Sales Team with Michael Tuso
Episode 55: Show Notes. In this episode of Startup Sales, we welcome Michael Tuso. Michael is the Head of Business Development and Enablement at Chili Piper, which is a 100% remote company, including their entire sales team. In this episode, Michael shares his unique insights as a leader of a remote sales team. We hear Michael’s philosophy on the importance of trust as a leader, especially in remote work, and how freedom builds autonomy and reliability in your team. We also get into the fine details of how to hire for a remote team – what to look for in a team member and what hiring process to have in place. So many startups today are having trouble attracting the right team members and the right clients, Michael addresses this issue by sharing his top tips for creating a brand for yourself, and for your company, that gets talent to come directly to you. If you’re a remote worker or a leader of a remote team – this episode is essential! “If you hired someone and you need to know what they’re doing all day, then you probably hired the wrong person.” — @mjtusoClick To Tweet Key Points From This Episode: From politics to startups – Michael’s career history.Discover the inner workings of Chili Piper’s remote team.What hiring across the globe has taught Michael.Michael shares his hiring philosophy on trust.Learn more about Chili Piper’s coaching culture.How remote work propels task-orientated projects.Why freedom is the key to running a remote team.Michael’s biggest challenge as a remote manager.How remote managing can enhance communication skills.Michael’s top tips for a successful remote hiring process.Why brand-recognition, loyalty and trust is key to the future.How to help build your brand through diverse writing.Tools to keep a remote sales team productive and connected.Find out why coaching makes a great leader.And much more! “Autonomy starts with letting people choose how and when they want to work.” — @mjtusoClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Adam Springer — https://www.linkedin.com/in/springeradam/ Michael Tuso — https://www.linkedin.com/in/michaeltuso/ Chili Piper — https://www.chilipiper.com/ Michael Tuso on Twitter — https://twitter.com/mjtuso Zoom — https://zoom.us/ Sales Force — https://www.salesforce.com/ “15 Commitments of Conscious Leadership” by Jim Dethmer — https://www.amazon.com/15-Commitments-Conscious-Leadership-Sustainable-ebook/dp/B00R3MHWUE “Never Split The Difference” by Chris Voss and Tahl Raz — https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 The post Remote Sales Team with Michael Tuso appeared first on Startup Sales.