Category: Sales

enterprise trial pilot poc

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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negotiation

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.  You...

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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

Two Variants of the Straight Line Sales Commission Plan

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

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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.  It’s one…

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sales commission compensation

5 Golden Rules of Sales Compensation

Sales incentive plans are really delicate things.  This stems from the fact that the best sales reps/managers intuitively do whatever puts the most money in their pocket.  They do so…

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sales commission plan mistakes

Is Your Sales Incentive Plan Driving Bad Behavior?

Within legal and ethical limits, a good sales rep should do whatever puts the most money in their pocket and it’s up to the company to make sure their associated actions and…

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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 (order book here) concept…

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