A Simple Scoring Model to Evaluate Sales Team Performance
Accurately scoring a sales team is a critical responsibility of a sales manager. In this article, I’ll show…
Protecting your Startup’s Intellectual Property
If your top salesperson walked out the door tomorrow with your startup’s customer list and the blueprints to…
One Startup’s Fight for Survival in 2015 (Part 2 of 2)
If one doesn’t understand the five forces in their industry and prepare to protect their company against them,…
One Startup’s Fight for Survival in 2015 (Part 1 of 2)
Running sales for FameBit in 2015 was a rude awakening into the reality of Porter’s five forces, and…
An Industry Analysis Tip for Startups that I Wish I Knew 10 Years Ago
I wish I could travel back in time and teach my younger self Michael Porter’s five forces. If…
Stop Leaving Money on the Table! – The Anchoring Effect
“I accept your offer” are magic words to anyone in sales. However, sometimes they are accompanied by a…
How Sales Managers Unknowingly Destroy the Credibility of their Team
If you are reading this then you’re probably guilty. Guilty of undermining your team’s credibility, and you weren’t…
Three Contract “Watch Outs” When Negotiating Deals as a Startup (Part 2 of 2)
Disclaimer: I am not a lawyer (still) and this article should not be considered legal advice. Always consult…
Three Contract “Watch Outs” When Negotiating Deals as a Startup (Part 1 of 2)
Disclaimer: I am not a lawyer and this article should not be considered legal advice. Always consult with…
Prioritizing Sales Efforts as a Startup
The clock is running. As a startup sales leader, you need to generate revenue as quickly as possible,…