Category: Startups

The Mis-hire Mistake

Sales leaders and founders, are you sure you can identify the type of sales role your candidate is best suited for and will be most successful at? 2 to 3 times a month someone I know will come to me and say, “Hey, I’ve got a friend looking to find a new sale job, would you mind talking to her to see if you can help.” To which I always ...

January 13, 2021

Mastermind for Founders

If you’re interested in leveling up your game in 2021, building accountability into your culture, and working with a group of smart and talented founders to help you solve your problems then you should really check out the 80/20 Mastermind Groups Gv Freeman is putting together. Gv is a growth strategist and coach with over 20 years of experience building and marketing technology businesses. 80% business and 20% self-care, Gv facilitates a ...

December 16, 2020

Doing the Right Thing Requires #Discipline

“Do the right things and the right things will happen.” – Kristie Jones I share this with founders, sales leaders, and reps on a regular basis. I truly believe that if each and every person does what they know to be the right thing then the universe will conspire to make sure the right things will happen. Things like financial security, success, promotions, work/life balance, and much more. What’s the ...

October 19, 2020

Your Funnel is a Fantasy

It appears that there were enough deals in the pipeline and yet here you are again, a few days left in the quarter and you’re only at 52% of your Q3 goal. The quarter started out as it usually does; a “full” pipeline, reps confident they will hit quota this month, and you reporting the good news to the board. But with only a few days left neither you nor ...

September 17, 2020

Are You a Self-Centered Seller?

No one likes a selfish person, but that’s how a lot of sellers come across. I tell sales reps and sales leaders daily: “It has to be all about them before it can be all about you before it can be all about us.” So why am I still getting emails, LI messages, and phone calls from marketing departments and sales reps only talking about the features of their product ...

August 14, 2020

Question Your Way Out of the Objection

Objections are born out of fear. Fear the prospect will spend money on something they won’t use or get value from, fear that they will look bad if it doesn’t go well, fear that others in the company won’t be open to switching vendors or spending money on some new strategy or vendor. The best way to deal with that fear is to better understand it and get to the ...

July 28, 2020

Accountability – Understandably Uncomfortable… Still Necessary

“Chose Discomfort Over Resentment” – Brené Brown These are awkward times. You and your sales reps are still working from home. You’re being asked to think about equality and how that might change your leadership style. You and your team are under a lot of pressure to hit the revised (or not) revenue targets you’ve been given. AND the end of the quarter is just days away. It’s a lot. ...

June 24, 2020

Interim Sales Leadership: Why it Makes Sense Now

Like every company out there, start-ups and privately-owned companies are worried about the impact of the current economic situation. The #1 priority is figuring out how to keep the business afloat with limited people and financial resources. Most owners or founders have not ever led a sales team during a crisis – and are unsure how to lead, motivate, and drive the activities necessary to capture new revenue. What made ...

May 19, 2020