Negotiations can be difficult, particularly when it comes to SaaS contracts. Lawyer and contract expert Ben Oelsner, of the law firm KO, joins SalesCollider to discuss contract terms, templates, auto-renewal clauses, clickthrough agreements and more.Read More
Shortly after I started working at AdRoll, we were nearly crushed by Google. Here's what I learned from that experience.Read More
Harry Stebbings was kind enough to have me on the SaaStr Podcast. We discussed hiring a VP, structuring deals and a number of other topics.
Give it a listen and let me know what you think!Read More
Last month, I was lucky enough to meet with a fantastic group of startup founders at PiCampus, a truly amazing incubator and AI school in Rome, Italy. They invited me to give a talk on building predictable growth through customer-driven sales processes.Read More
When I discovered CoFounder Magazine last year at the Digital Freedom Festival, I knew I had to get involved. Smart founders, setting up a magazine in a digital age. They're digital too, have a podcast, cool website, etc.. .but Tarmo and team also have a real mag, with pages to flip through. By the time I had finished my copy, my flight had made it over the Baltic Sea, I was well on my way home, but still hooked.
I was honored that a few weeks later the team had accepted my contribution for this month's book. You can check out my article re-posted below, but you really should be subscribing.Read More
Startup founders should constantly be thinking about how to negotiate better. Chris Voss' book Never Split the Difference is a great resource for founders, salespeople and anyone looking to improve their negotiation skills.Read More
As a B2B startup, finding your initial customers will be one of the biggest challenges you face. Or, if you already have a handful of clients, figuring out how to grow your customer base can be just as difficult.
Those of us working in the B2B space can have a particularly tough time finding new customers. The B2B sales process, after all, is usually much more complex than just a simple transaction. This means that there are a number of additional factors you need to consider when going after sales targets.Read More
Published well over a decade ago, Never Eat Alone is still as valuable for founders in 2018 as it was for me in 2005. It's a book about networking and networking the right way.Read More
As a sales guy, I’m pretty familiar with the various negative stereotypes of salespeople that exist out there in the world. When many people hear the word “salesman”, after all, their brain immediately conjures up the classic image of a skeezy guy with a bad suit standing on a used car lot. They picture a person with shifty intentions doing whatever he needs to do and saying whatever he needs to say to get the customer into a car and off the lot so he can move onto his next victim.Read More
While at the Digital Freedom Festival, I hosted an interactive talk on pitching to investors. I spoke for a bit about developing a good investment pitch and then invited some startup founders on stage to deliver their pitches to the crowd. It was a ton of fun.Read More
I’m always super appreciative when I’m invited to speak at a conference like this, as startup founders are some of my favorite people in the world. They’re driven, passionate and working really hard to get their businesses rolling.
One of my goals is to help founders by equipping them with the tools they need to grow. I don't mean helping handing them sales productivity software, either. While sales software is great for larger companies, most founders just aren’t there yet....Read More
As a partner at Emergence Capital, Joe Floyd has over 10 years of experience in working with and investing in startups. With expertise in building cloud startups, Joe has invested venture capital in some of the frontrunners of today’s cloud application market.
I recently had the opportunity to sit down and chat with Joe. We talked about his perspectives on the venture capital process, how he finds startups that interest him and when he knows he’s found the right product.Read More
Highlights from a SalesCollider web seminar at MaRS Discover District in Toronto.
This past week, I had the opportunity to share some screen-time with the entrepreneurs at MaRS Discovery District in Toronto. I talked about startup founders digging in and asking the questions that lead to a true understanding of who the buyers are.Read More
Regardless of which method of organization mapping you find works best for you, the goal is always the same: to identify the key influencers in your target accounts. Strong org charts, after all, can tell who who you need to be in touch with and how you can go about pitching your product to them.
The mistake that many startup founders make when it comes to organization mapping, though, is relying on their sales team to identify these influencers as they sell. This is a mistake because it leads to a reactive data set instead of a proactive account mapping strategy.Read More
Sam Trachtenberg, VP of Operations at AdRoll, gives us a valuable look at the way large companies make investments in software purchases. In this video Sam shares his buying process, touching on everything from how vendors get their foot in the door to the way contracts are renewed.
During his talk, Sam was generous enough to outline a few of the questions he asks himself when considering the value of a potential purchase. Here are a few of the questions that Sam asks himself and his team before buying anything for their business:Read More
I’ve spent enough time talking to startup founders to tell you that many of them can’t stand sales. As a B2B startup founder, though, you’re going to have to do sales whether you like it or not. It just comes with the territory. You might dream about the day where you have a full team out there selling your product while you focus on the tasks you really love, but you’ll have to put that on hold until...Read More
When I got his text at 11pm on a Sunday night, I knew it was urgent. It was a founder who had just realized that he needed to fire his director of sales. To add to the stress, this was not just one person on the sales team, this was the whole sales team... and about 10% of the company to boot. The thing that feels like the biggest risk when founders are at a crossroads like this one isn’t the typical fears of letting someone go (will they hate me, will they fight me, etc).. but the biggest risk founders ask is “how will I replace this revenue” if a staffing change has to be made.Read More
I often hear startup founders talk about wanting to build a “predictable sales engine”. The founder has their product, they have a decent list of leads and they’ve even got some good reps that have converted a handful of those leads into sales. What they really want, however, is to develop a system that they can use to predict the percentage of leads that will become customers. Doing so can help a startup to find ways of using their resources in the most efficient way possible. How do we, as founders, go about building our predictable sales engine, though?Read More