If you want to take your company from the startup level to the top of the industry, you’re going to need a winning sales culture. Here are some tips on building one.Read More
A lot of founders are terrified of pitching. However, a strong sales pitch is crucial in every step of business. Here are some tips on pitching in a way that will get people to return your calls and answer your emails.Read More
What does an strong go-to-market strategy look like? What kind of framework needs to be in place in order for your team to succeed? Whitney Bouck, COO of HelloSign and former SVP of Global Marketing for Box Inc, joins us to explain.Read More
Just flew in from SF to Colorado for Denver Startup Week where I’m participating on a panel about scaling sales. Super excited about it! Thanks to DSW for having me and to Southwest Airlines for making my trip easy!Read More
The pitch deck is an under-appreciated art form. But a good one is worth its weight in gold. Pete Kazanjy of Founding Sales stopped by to teach our founders how to make a pitch deck the closes deals and wins over investors.Read More
Closing a VC contract is one of the first major milestones for startups. But how far along should your company be before you start trying to line up meetings? What do venture capitalists want to see from potential portfolio companies? Ajay Agarwal of Bain Capital joined us to explain.Read More
When you’re trying to get your startup off the ground, every interaction you have is important. The questions you ask your prospects will help you to understand who your customers are, what they need and how you can provide them with more value.Read More
Closing deals is only half the battle, especially in the age of SaaS. If you want your customers to renew when their subscription is up, you need a strong Customer Success program in place to keep them engaged. Brianna Salinas joins us to talk about customer expectations, engagement and success metrics.Read More
How can you be sure you’re hiring the right salespeople? Annelies Husmann from Mode Analytics talks building sales teams, interviewing with intention and why patience is the key to good recruiting.Read More
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