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You're in the Business of Selling Promotions by @ttunguz
Position Yourself against the Fearsome Status Quo When you sell to businesses, you are often competing with solutions that companies adopted because they were free and well known, and because they did a good enough job for the time being.
April Dunford • Sales Pitch: How to Craft a Story to Stand Out and Win
SHOULD YOU SELL YOUR…
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Ben Horowitz • The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers
Kagle gently cautioned Beirne: “We all have our blind spots, right? Our greatest strength is our greatest weakness. And I think in this case, Dave, we’re all conscious of the fact that there’s a lot of marquee players around this thing. You’re all about marquee players. So we need to make sure that you’re not getting too colored by that relative to
... See moreRandall E. Stross • eBoys: The First Inside Account of Venture Capitalists at Work
Sales-led companies often add a bottom-up self-serve product, primarily to drive lead gen
Lenny's Newsletter • GTM motions of 30 B2B SaaS companies
If you are a corporate and about to make it rain for a startup, juicing their revenues, why not get in on the action and own some equity?
Andrew Romans • Masters of Corporate Venture Capital: Collective Wisdom from 50 VCs Best Practices for Corporate Venturing How to Access Startup Innovation & How to Get Funded
We held a weekly forecast call where Mark reviewed every deal in front of the entire 150 person sales force. On one such call, a salesperson described an account that he’d forecast in detail: “I have buy-in from my champion, the vice president that he reports to, and the head of purchasing. My champion assures me that they’ll be able to complete th
... See moreBen Horowitz • The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers
Your prospects are primarily concerned with how you can help them build a better business. Selling isn’t interruption or trickery. It is, at its heart, about service.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
I realized that every salesperson has her unique strengths. Some are great consultative sellers. Some crush their sales activity goals. Some deliver exceptional presentations. Some are amazing networkers. Some just know how to make their customers feel like family. Similarly, each company has its own unique sales context. Some firms sell to markete
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