Real Advice for Startup Founders and Managers on Customer Development and Creating a Sales Process and Strategy for Enterprise Sales.
http://www.salesqualia.com/
Gesamtlänge aller Episoden: 6 days 2 hours 59 minutes
Daily Dose: First Principles for Startup Founders – Narrow your niche [Part 6]
This is Part 6 of our series – First Principles for Startup Founders In this episode, Scott shares why EVERY startup must find a niche within their TAM as a starting point for sales, growth, and achieving Product-Market Fit down the road....
Daily Dose: First Principles for Startup Founders – Product-Problem fit before Product-Market Fit [Part 5]
This is Part 5 of our series – First Principles for Startup Founders In this episode, Scott shares why startup founders MUST establish Product-Problem Fit BEFORE they establish a Product-Market Fit product. Most founders I talk...
Daily Dose: First Principles for Startup Founders – Implementing = Learning [Part 4]
This is Part 4 of our series – First Principles for Startup Founders In this episode, Scott talks about why ACTION is essential to learning when it comes to your startup’s sales and GTM process. Ideas are great, implementation is...
Ep. 155: Building Your Startup’s Minimal Viable Business Motion & Saying No to Disney – A Conversation with Bocar Dia, Managing Director at Forum Ventures
Bocar is a thought leader within the GTM landscape, being a Sales Coach at the Harvard Business School, revenue.fyi, and scalingto100.com. He was an early employee at Hootsuite, starting as a sales rep, pre-revenue, leading multiple GTM teams...
Ep. 154 You Don't Have a Closing Problem – A Conversation with Jeff Bajorek
Jeff Bajorek works with B2B sales teams to maximize performance by reframing their approach, their selling skills, and their mindset around their purpose. He helps them rethink the way they sell by reminding them of what needs to be done, showing them...
Daily Dose: First Principles for Startup Founders – No One Cares About Your Product [Part 3]
This is Part 3 our series – First Principles for Startup Founders In this episode, Scott focuses on the principle: “No one cares about your product.” In this episode, Scott talks about a very basic principle that might be...
Daily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2]
Daily Dose: First Principles for Startup Founders – Sales is an Everyday Activity [Part 2] This is Part 2 our series – First Principles for Startup Founders In this episode, Scott focuses on the principle: “Sales is an...
Daily Dose: Introduction to First Principles for Startup Founders & Their Sales Work, Plus a Live Event Announcement [Part 1]
When things get tough, go back to First Principles. That’s what these next few podcast episodes are all about. In this episode, Scott focuses on the principle: “Focus on Now now; worry about Later later.” I’m seeing a lot...
Ep. 153: Avoiding the South Park Model for Enterprise Account Management – A Conversation with Monica Stewart
Over the last 10 years, Monica has built sales teams for Panjiva (acquired by S&P Global), Trello (acquired by Atlassian), and RedIQ (acquired by Berkadia/Berkshire Hathaway). Then, in 2018, She decided to change everything. She...
Ep. 152: Running the Enterprise Deal Ultramarathon
Getting an enterprise deal across the finish line can feel like you've just crossed the 25 mile mark... and you've still got 25 more to go ???? How do you sustain momentum in long deal cycles? What's required to get that deal to the finish...