Sales Meet Marketing

Up until Don Draper and Sterling Cooper started gracing our airwaves a lot of people did not understand the distinction between sales and marketing. Many still don’t. It is understandable as to outsiders they both have the same purpose: to get people to buy the product. Even in small companies where you might not have… Continue reading Sales Meet Marketing

Sell more in January by asking your prospects about their annual goals

Businesses often set annual goals or initiatives just like individuals set New Year’s resolutions to lose weight or read more books. A business is more likely to set goals to win more business, roll out new features or services, or improve a few key metrics. This is something that will be on the top of… Continue reading Sell more in January by asking your prospects about their annual goals

Selling to a cold lead

At some point many businesses, and most professional service businesses, will go through a phase where they try cold outreach to generate new business. Traditionally that was cold calls and direct mailings but now often takes the form of cold emails (not to mention the blind Twitter follow). It is a law of the universe… Continue reading Selling to a cold lead

MicroConf 2015: How to build a solo SaaS sales machine

MicroConf 2015: How to build a solo SaaS sales machine Steli Efti (Close.io) The person with the highest level of clarity always wins. Sale based on value. Don’t fizzle around based on features, pricing, and costs. Refocus the conversation on the values you can provide. Truly qualify people. Ask questions until you reach an understanding… Continue reading MicroConf 2015: How to build a solo SaaS sales machine

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Y Combinator Sales School

These are notes on the amazing sales seminar that Steli Efti of Close.io did at Y Combinator on August 14, 2014. You can watch the talk here. It is only an hour and I highly recommend it. Sales Basics You’re not looking for traditional sales people for a startup. Sales for a startup is a… Continue reading Y Combinator Sales School

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Sales and Marketing

Lecture 19: Sales and Marketing Link: How to Start a Startup (You can find notes to the other lectures here.)  Tyler Bosmeny (@bosmeny) There is a million ways to do (sales) so you’ll find what works for you. As a founder you’re the sales people. Talking to your users is selling. Passion and industry knowledge… Continue reading Sales and Marketing

Doing Things That Don’t Scale

Lecture 8: Doing Things That Don’t Scale Link: How to Start a Startup (You can find notes to the other lectures here.)  Stanley Tang (@stanleytang) It is okay to hack things together at the beginning. Do things that don’t scale. Doing things that don’t scale allows you to become an expert in your own business.… Continue reading Doing Things That Don’t Scale