Startup Sales Is Different. It Requires A Different Set of Skills.
The blossoming of tech startups has created a whole new breed of salesperson. While they often share the same job title as their predecessors, their skillset and mindset is very different.
The startup salesperson is scrappy, entrepreneurial, consultative and displays the sort of business acumen and hustle that earns their client’s respect and their business.
This website will provide the tools, tips and strategies to succeed in this exciting new environment. It will prepare new people entering the field as well as experienced executives and managers.
More specifically, it’s written for:
• Hungry college graduates that want a career in entrepreneurship, sales or startups
• Sales development reps that want to book more meetings, advance their careers and earn more money
• Experienced account executives that want to smash their quota and make the money they deserve
• Sales leaders that want to hire top talent, create a culture that wins and continues to thrive in a competitive marketplace
Pretty soon after graduating college I learned the importance of being scrappy. The recession had just hit and there was limited opportunity for new graduates to find a traditional job. During that time I was confused and lost. Now I view it as the push I needed to move into entrepreneurship, startups and sales.
I learned everything I could about technology, online marketing, sales strategy and began applying it to my own ventures. I started a successful digital marketing agency geared to brick and mortars and experimented with dozens of other online ventures.
This experience is how I got started in startup sales nearly seven years ago. Since then I’ve worked with and learned from incredible founders and salespeople at high growth dynamic startups. Throughout the way, I’ve learned, innovated and smashed my numbers.
Here’s a bit about my philosophy as it applies to startup sales:
I emphasize a consultative approach that brings value to every client interaction and conversation. That means focusing less on cookie cutter tactics and more on critical thinking and value creation.
I write a lot about leveraging the latest sales technologies to scale your approach. This is especially true for prospecting and building your pipeline.
I believe a data-driven and goal oriented approach is a must, both for sales leaders, account executives and SDRs. You must set realistic goals and track your progress to attain them.
I believe respect is one of the most important elements of succeeding in sales. If you don’t respect yourself, your product, your craft and the client’s time then winning will be hard.Beyond entrepreneurship, sales and business you can find me practicing jujitsu, traveling the world or reading a book about spirituality, poetry or art!