Sales Resources for Startups

With so many startups reaching out and asking for help as they implement an inside sales team based on SalesLoft and the Predictable Revenue book, it’s a good time to highlight a few posts and notes for entrepreneurs. Building a successful inside sales team isn’t easy, but there are a number of proven strategies and…

Favorite General Conversation Question

Continuing with the topic Favorite Question to Ask Entrepreneurs, I have another favorite question I like to ask during conversations: how so? It’s so simple — just two short words. Yet, during a conversation, it keeps things flowing, shows that you’re interested, and is easy to incorporate. Sales Rep: This deal is going to close…

Rise of Sales Development

SalesLoft put on an amazing event these past two days as part of their Rainmaker 2015 conference. With over 200 sales professionals attending, it’s clear that sales development is a major growth area. Two of my favorite sales speakers, Derek Grant and Allen Nance, headlined the early afternoon session. Modern sales development was popularized by Aaron…

Always Hiring Sales Reps

Jason Lemkin has an awesome guest post on his blog by Nick Mehta, CEO of Gainsight, titled The Second-Timers: Nick Mehta, CEO of Gainsight – “Never Stop Hiring Reps”. Nick’s learning #6 is that once the repeatable customer acquisition model is working, Software-as-a-Service (SaaS) startups shouldn’t stop hiring sales reps. At Pardot, we made this exact…

The First 30 Days for a New Sales Rep

When interviewing sales reps, one of the most common questions we receive as an interviewer is “what would the first 30 days look like if I earned the job?” While the first 30 days will vary from company to company, there’s still plenty of commonality. Here’s an example first 30 days for a new sales rep: Week…