Category: Sales


How to Think About Product ROI

In an era dominated by fast-paced technology innovation, every product purchase decision is greatly influenced by a crucial metric: Return on Investment (ROI). As organizations navigate the labyrinth of choices…

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land and expand sales

Explaining the Land-and-Expand Sales Strategy

All startups want to maximize their revenue from each customer they secure. But for B2B startups that target enterprises, achieving that swing-for-the-fence maximum with the initial deal is practically impossible….

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sales commissions

Selecting Your Sales Commission Metric

For companies that don’t have a self-service customer acquisition model, no other function ties more directly to financial results than Sales.  Because of this, it is critical to have strong…

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Getting Maximum Credit from Your Enterprise Trials

Investors are often skeptical of claims made by startup founders.  Among the various types of claims that can be made, this especially relates to all forms of traction.  This article…

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Good at Sales

You’re Not As Good at Sales As You Think

A company founder has no choice but to secure the first sales of their newly-created product and the first strategic partnership.  That’s because they can’t afford to hire a sales…

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Intro to Enterprise Sales

Not all sales processes are created equal.  In fact, the whole purpose of developing a sales process for your company is to uniquely match the dynamics of your target audience’s…

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hiring first sales rep

Hiring Your First Sales Professional

You built your MVP, got it launched to the delight of some paying customers and just raised some seed funding to move to the next phase of your company’s evolution. …

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sales compensation

Documenting Your Sales Compensation Plan

I can’t tell you how many startups go through the effort to think through the best method to compensate their sales team but don’t take the next step to document…

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sales commission compensation plan

A Variant of the Straight Line Sales Commission Plan

In the spirit of keeping a sales commission plan simple, many sales executives choose to use a simple straight-line methodology.  In other words, 88% achievement of the sales goal equates…

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startup mistakes

Absolute Versus Relative Sales Commission Plans

Compensating a sales team is a tricky and sensitive endeavor that requires a lot of advanced planning.  I previously wrote about my 5 Golden Rules of Sales Compensation.  But even if…

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channel recruiting

Build Out a Channel By Swimming Upstream From Your Deals

You have a product that is ideally suited for a channel-based distribution strategy.  But every time you approach a prospective channel partner, they expect you to already have landed some…

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Consider Everything

Consider Everything Short of a “Yes” a “No”

I recently heard Dr. Robert Wiltbank from Willamette University use this analogy and loved it so much I had to share it with others.  Entrepreneurs are, by nature, very optimistic. …

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sales commission compensation

5 Golden Rules of Sales Compensation

Unlock the potential of your startup’s sales team with effective sales compensation plans. In this comprehensive guide, discover the 5 golden rules that startup founders need to know to create…

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sales commission plan mistakes

Is Your Sales Incentive Plan Driving Bad Behavior?

We sometimes refer to quota-carrying sales reps as “coin-operated”, but it’s not actually an insult.  Charlie Munger, longtime vice chairman of Berkshire Hathaway, is quoted as saying “Show me the…

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Applying Lean Startup Principles to Your Sales Model

Certain startups can only guess what type of sales model they will end up with once their ready-for-primetime product is released. We are now conditioned to use the Lean Startup…

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