Archive for the ‘Sales for Startups’ Category

Sales Blunders - Blindspots

Tuesday, April 22nd, 2008

If the first time you've heard a customer's objection is on the first sales call, then it's too late. If you're a sales-team of one (meaning you're the CEO), then it's your job to listen for what your customers want BEFORE you're done building the thing you plan to sell ...

Focus Kills Companies

Tuesday, April 22nd, 2008

One of the more common words overheard at board meetings is “focus”. It always seems like the right thing to say and it’s a basic tenet of marketing strategy. Heck, even the military covets it as one of the fundamentals of warfare. But, for start-ups, focus can be deadly.In ...

Myths about good salespeople

Tuesday, April 22nd, 2008

I'll start by saying the CEO is the best salesperson a company has. That's the case for the first 5 customers - or the first 500 customers.I'm in sales. A portion of our business is based on our ability to sell concepts/widgets on behalf of our clients - and ...