From Founder-Led Sales to Scalable Systems: Building a Sales Team That Works
Many startups begin with founder-led sales. Founders know their product best and passionately communicate its value to early customers. However, […]
The Missing Million$
The ‘missing million’ completely changed the tone and energy of the customer conversation, and we sold many deals without even demoing our software. Once we understood the true nerve, and we crafted a pitch that could reliably hit that nerve, we almost always won the deal.”
Looking for the Next Stage in Growth – Follow Your Customers
Kevin is responsible for delivering the next several stages of growth for the Company, and acknowledges that “what got us here….won’t necessarily get us to where we are going”.
Nobody Wants To Buy Your Product
This solution to specific pain points was far more effective than showcasing the features of our wonderful product. In fact, as time went on we started doing less and less demos and de-emphasized the product features, focusing more and more on expected results and customer success.