The thought of doing sales causes many founders a great deal of stress. From "Where do I start?" to "How do I scale?", the questions can pile up along with the pressure to succeed. You're not alone.
Asking questions like "Is it me or is it my product?" will allow you to discover ways of experimenting with sales, using each prospect interaction as the building blocks of a repeatable process. If the process can be repeated and tested then, and only then, it is possible to scale sales beyond the founding team.
Founders shouldn't have to go on this journey alone. Having mentors and coaches as well as a community of other founders around you while you "figure it out" can help you keep the pace you need while you experiment.
What Founders Say...
If you find yourself looking at sales with a squint, trying to see in the dark, we're here to help. We help founders see in the dark when it comes to sales strategy and process. Typically, our clients are in search of a repeatable sales process to overcome their first major revenue milestone. We work one-on-one with our founders through coaching sessions and workshops to not just address one-time issues, but to provide ongoing support as the founder scales their organization.
Once a founder decides they want to make a change and get a hold of sales, we get working right away with the coaching sessions. Additionally we find that starting with a deep dive sales-assessment helps everyone get on the same page to the opportunities and strengths of the current sales function. We also offer a few workshops for founding teams who want to go deep together on one of the following topics: Sales Process, Hiring a Team, Customer Success, Communicating Value and Reverse Engineering the Perfect Customer Profile. Custom workshops can be developed upon request.
Whether you're a sales leader in search of ways to up your own game or an executive seeking additional support for your team, we can help. We've coached sales managers and leaders at enterprises of all sizes, both public and private. For your team, we'll start with a customized workshop and then dive into a coaching cadence that works for you.
Workshop topics are customized to fit your organization's needs. Past workshops have been focused on Communication, Transitioning from Sales to Management, and Challenges of New Markets. If your sales team could use some coaching and support, please connect with us
J. Ryan Williams
J. Ryan is a San Francisco based executive coach who coaches leaders of some of the fastest growing companies and startups backed by the top accelerators including Y-Combinator and 500 Startups. Having spent the past 9 years building awesome B2B sales teams and perfecting go-to-market strategies for startups, it is only natural that Ryan's passion is helping founders go-to-market.
While he has closed millions personally, he is most proud of building great teams. Over the past 5 years, he’s hired more than 200 sales reps for startups in industries ranging from advertising to hospitality software. In the process, his sales teams have brought in more than $150M for companies such as AdRoll, LeadGenius and InVisionApp.
Ryan uses his corporate training and education background to teach proven sales methods to founders who are ready to start selling their product. He holds a Master's Degree in Organizational Administration from The University of Chicago.
Find Ryan on LinkedIn.
Greg is a project manager and business analyst at SalesCollider, where he supports early-stage companies and their go-to-market strategy through consulting and events. Since joining SalesCollider, Greg has helped dozens of companies plan their sales process and analyze their operational procedures. He’s especially passionate about startups having clean revenue data.
At SalesCollider workshops, you’ll find Greg working with groups of founders to do everything from identifying their ideal customer and planning their sales process to identifying hiring challenges and analyzing customers ripe for account growth.
Greg is an alum of the Haas School of Business at University of California, Berkeley.
Find Greg on LinkedIn.
COMMUNITY & EVENTs
When you're struggling with sales, it helps to have people around you that you can ask, "Hey, what did you do about x?". Well, SalesCollider exists for this very purpose. Our events combine intimate group discussions with other founders and presentations by best-in-class mentors who've been there and done that.
The Revenue Roadmap Workshops
(1 to 5-day programs)
For a founding team who wants to start their sales on the right foot, our workshops are the best place to start. We organize the content around building a Revenue Roadmap for your company so that every participant leave with a structured plan to start selling the next day.
During the program, participants take a deep dive into additional key concepts (such as hiring, managing teams and analyzing advanced metrics) with mentors and sales leaders from top Silicon Valley companies.
Learn about our recent program in Singapore here.
(2-hour evening events)
Meetups are where it all started for us. In 2014, a group of 20 founders gathered to hear a PM-turned-VC discuss selling the first ad on Twitter and to learn about the hiring process Ryan developed at AdRoll (where he built a 32-person team in 8 months).
Typically, our events include a fireside chat with a prominent VC and a top-tier mentor. The VC discusses what they look for in early-stage companies and the mentor shares what they've learned from their experience in the field.
Learn more here.
Conferences & Keynotes
(1-2 hour mini-workshop or sales talk at your event)
Ryan's passion comes through clearly as a conference speaker and workshop facilitator. Seeing these opportunities as a way to have an impact on a broader audience, he takes the content of these talks very seriously.
In 2017 and 2018, Ryan spoke at ten startup accelerators (and counting) in Silicon Valley and eight countries including Singapore, Argentina, Italy and Japan.
For a list of recent talks, check out Ryan's bio page.
Mentors & Past Event Speakers
If you want to ask a revenue leader how they did things back at Box when no one had ever heard of Box, you'll want to talk to Doug or Whitney. When you want to learn how to hire salespeople who can sell to developers, you need to learn from Annelies who does this every day at Mode Analytics. Regardless of what topic is on your mind, our mentors and event speakers have been down that road before and are happy to share the ups and downs of their journey.
Here are a few of the mentors and event speakers from recent events because the amount of talent on the whole list would stun you.
As Director of Sales & Account Management for Mode Analytics, Annelies is no stranger to strategy, process and execution. Her team is responsible for all revenue-generating channels within a quickly growing data analytics company. Previously, she led B2B sales and account management teams at AdRoll.
Follow Annelies on LinkedIn
As Head of Adobe Sales Academy and an advisor to hyper-growth startups, Jake plays a crucial role in fostering future SaaS sales leaders. A 15-year veteran of high-tech enterprise sales, Jake is the Chapter President of AA-ISP and an Ambassador of Sales Hacker, where he serves as a resource for sales professionals who want to take their careers to the next level. Follow Jake on LinkedIn
Doug’s career has taken him from Google to Salesforce to Box and now Emergence Capital, one of Silicon Valley's top venture capital firms. As a Growth Partner, he creates platforms sharing go-to-market strategies. These platforms help portfolio companies to scale, grow and work their way toward becoming billion-dollar SaaS businesses. Follow Doug on LinkedIn
Whitney Bouck, COO at HelloSign, is no stranger to B2B sales and marketing. She has over 25 years experience as an enterprise software executive, most notably as the SVP of Marketing and GM of Enterprise for Box Inc. Additionally, Whitney serves as a startup advisor to early-stage companies and VCs such as YCombinator and Bee Partners. Follow Whit on LinkedIn.
A 2012 and 2013 member of the Forbes Midas List of Top 100 VC Investors, Ajay currently leads the west coast office for Bain Capital. There, he invests in early-stage software companies. Ajay’s experience as an operator includes serving as SVP of Sales and Marketing during Trilogy's scale to over $300M in revenue. follow Ajay on LinkedIn.