One of the things I enjoy doing is talking to entrepreneurs about their business. I’ve talked to hundreds of entrepreneurs over the years and 30+ entrepreneurs just last month. My conclusion recently is that nine out of 10 entrepreneurs have a sales challenge. By sales challenge I mean that increasing sales is their number one goal, focus, and priority. Unfortunately, for many of them, they aren’t making the desired progress.
Here are the recurring themes I see:
- Not enough time to devote to sales, but they are the only person selling
- Don’t like to sell and the recently hired sales rep isn’t working out
- Trying to sell over the web (e.g. self-service) with no luck
- Wanting recurring revenue but still doing one-off projects
- Performing sales-like activities with co-founders but deals aren’t materializing
Now, I don’t have a silver bullet solution to these challenges. My recommendation for entrepreneurs is to think through customer acquisition as one of the most core aspects of their business and realize it is going to be the hardest.