What’s the one thing about sales you’ve learned that helped you succeed?

It’s a full-time job.

Yes, you can start off a a founder doing support, QA, sales, marketing, and more.

But sales is a full-time job. And you need folks with experience, usually.

You need 40+ hours a week to:

  • Do 2–3 demos a day
  • Follow up with 20–50 new leads a month
  • Follow up with the 60–200 leads from the past few months
  • Answer questions from prospects
  • Get to know all the stakeholders
  • Manage pilots actively
  • Log all your deals in your CRM so drip marketing can also follow up later

You need full-time folks who know what they are doing.

Folks that know sales. Ideally, at your ACV (deal size).

They’ll know at least a bit of the playbook. And run it 40 hours a week, 52 weeks a year.

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Published on September 19, 2019

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