Growing Your Venture

Strategy & Planning Tools for Startups
 10 Topics
Welcome to the Course!
Tools for Planning
Tools for Focus & Priority
Product Roadmap Prioritization (assignment)
Tools for Assessing Progress
Establishing a Management System
Growth & Scalability Aren’t the Same Thing
Golden Rules for Really Tough Times
Mock Crisis for Maintaining a Well-Oiled Machine
Expanding Beyond Your Home Market
Startup Compensation When You’re Cash Poor
 6 Topics
Founder & Employee Compensation When You’re Cash Poor
Founder & Employee Compensation
Compensating an Advisor
MBOs Demystified
Stock Options Explained
The Unfair Stock Option Exercise Period
Acquiring New Customers
 11 Topics
Customer Acquisition Strategies for Startups
The Day-in-the-Life Exercise
Optimizing Free Trial Conversions Using Nurturing
Building Out a Channel By Swimming Upstream from Your Deals
Intro to Enterprise Sales
How to Think About Product ROI
Explaining the Land-and-Expand Sales Strategy
Getting Maximum Credit from Your Enterprise Trials
Your Customer Acquisition Strategy (assignment)
Visualizing the Interactions between CAC, Churn & LTV
Optimizing CAC, Churn & LTV
Managing a New Sales Function
 11 Topics
Defining Your Sales Model
Hiring Your First Sales Professional
You’re Not as Good at Sales as You Think
Sales Organizations & Territories
5 Golden Rules of Sales Compensation
Selecting Your Sales Commission Metric
Documenting Your Sales Compensation Plan
Sales Quotas & Compensation
Managing the Sales Team
Intro to Enterprise Sales
Distribution Channels Explained
Marketing & Pricing Strategies
 10 Topics
Messaging & Positioning Best Practices
Aspirin or Vitamin – Which are You Offering?
Comparing Yourself to the Market Leader
Marketing Operations & Metrics
Optimizing Demand Generation Using Portfolio Theory
B2B Demand Generation
Is Your Website Enabling Sales?
Favorite Trade Show Hacks
Increasing Webinar Attendance
Pricing Strategies
Securing Strategic Partnerships
 8 Topics
Business Development Secrets & Strategic Partnerships
Best Practices for Networking at an Event
Identifying High-Value Partnerships
Get Your Strategic Partner to Fund Your R&D
Licensing Your Technology
Tell Me Your Price and I’ll Tell You My Terms
Establishing Distribution Channels
Congratulations on Your Course Completion!
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Managing the Sales Team

Growing Your Venture Managing a New Sales Function Managing the Sales Team

If you’ve never managed a team of quota-carrying sales reps, you’re in for a surprise. This video will help demystify sales management and give quite a few tools to use.

Viewing Time: 22 min

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