Career Growth & Advice, Early, Featured Q&A, Q&A, Sales, Sales StrategyAdd value. Most new salespeople focus a lot on the transaction. What’s your budget? Do you need a discount? How big a discount? Can I give you a bigger discount?…
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Career Growth & Advice, Featured Q&A, Growth, Hiring, Leadership, Q&AThe biggest structural difference is you have to hire all the VPs by employee 50–100. You won’t be able to scale this far without a full management team — VPs…
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Career Growth & Advice, Customer Success, Customer Success, Featured Q&A, Growth, Q&AThe part I didn’t originally get was how relatively easy is it to grow exising accounts and account size if your customers are happy. We segmented customer retention by Small,…
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Customer Success, Featured Q&A, Marketing, Marketing Strategy, Q&AI know this sounds overly simple, but the answer is: Measure it. Set goals to improve it. Pay people to improve it. Too many start-ups don’t even know their CSAT…
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Early, Featured Q&A, Fundraising, Leadership, Q&AA few that are easy to fix: Not standing (when you present to > 2–3 folks). When you stand, you present better. Period. Standing turns you into the center of…
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Featured Q&A, Growth, Q&A, Sales, Sales StrategyFiguring out your very first sales comp plan when you don’t have a repeatable process or much revenue is confusing. I was exactly in the place you were (first rep…
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Featured Q&A, Q&ACOO is a made-up job. What I mean is, there is no organizational “need” for a COO. You need a CEO. You need a VP of Sales. You need, eventually,…
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