Is it normal to feel like a pest when prospecting for customers for a startup?

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JASON LEMKIN

Yes.

Boy sales is hard. It’s being told No a lot. It’s have literal, or virtual, doors shut on your face. It’s figuring out how not to be a pest — yet still be a pest.

It actually doesn’t get that much easier over time, either. Yes, once you have a brand, and inbound leads, the engine gets more established. But then you raise the quotas, and sales is still hard. And then, the easy accounts are already in play for the SDRs. So outbound gets harder, too, later often.

  • So first, find great salespeople. People that can push through all the NOs. That can make prospects love them, and your product.
  • And second, value them. The best ones are worth so, so much. Don’t overpay them as a % of the revenue they bring in. But if they bring in a ton — make sure they make a ton.
  • And third, give them a career path. All those NOs? One incentive to push through is the chance for a promotion.

And get rid of mediocre sales people, or move them into another role. It’s just too hard for folks that can’t take 99 NOs. And turn the 100th into a Yes.

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Published on June 22, 2017
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