The Traps of Sales Training
I have a problem with a lot of sales books and sales training courses. Especially when they are mechanical and process focussed. Sales is not a predictable science like other professions. A + B does not always equal C. People mistakenly think you can train anyone to follow a step sales process and the customer will magically buy. One CEO told me when he managed a sales team in the US, [...]
Getting past the gate keeper
As a start-up CEO, how do you get past gatekeepers to meet with senior decision makers? You first need to understand the job of a personal assistant for a senior executive: Their job is to help their boss make the best use of his or her time. This means keeping people like you away from them! I've developed an approach with gatekeepers that usually works 50% of the time. But [...]
Don’t think like an engineer!
If you have a technical background, how do you get into the "sales mindset"? I recently organised an event where a developer could demonstrate his start-up's software to representatives from various industries. At the end of the event, interest was expressed and business cards exchanged. A couple of months later, I followed up with the developer to see how things were going. He was frustrated with the lack of engagement [...]
Hiring Sales People for your Start-up
Are you a start-up CEO looking to bring on a sales person? If so you will probably be contemplating: In lieu of a salary, should I induce a sales person with equity to work for my start-up? Could I afford to hire a sales person (without equity)? Can I find an organisation to be my sales/distribution channel? Before we get deeper I want to emphasise something that should be top [...]
My “Picture of Success”
You're a start-up? My "picture of success" for a start-up business would be: A healthy and diverse client portfolio which validates your business to potential customers. Your brand is recognised as solving "something". When a problem is encountered, who are you going to call? (cue Ghostbusters theme). You can explain your offering in 30 seconds (elevator pitch) in a relaxed and comfortable manner. You speak at industry events, receive endorsements [...]
Introduction: About me and the reason for this blog
I'm 39 years old and have been selling software to government and enterprise for over 12 years. Here is my LinkedIn profile. During this time I've managed to successfully launch 4 new "start-up" products while working for large organisations. These products are now turning over $1m in revenue. In all but one I have had to launch without marketing or a known brand. It's been fun! In the last [...]