Lone Wolf Sales
Hire Those With The Innovator’s Mindset
Hiring for a startup is always a challenge because the people you may think you want might just be too timid to take the risk
Lone Wolf Sales
A Raw Startup Needs a Franchise Player, Not a Sales Force
Many raw startups get some VC funding and immediately apply steroids to their sales efforts. They hire those 3-5 former ERP reps who have no
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Enterprise Sales Reps Are Worse Than Useless for the Raw Startup—NEVER Hire One!
There is something called the philosophical fallacy of composition. It goes something like this: the hotel is large, therefore it must have large rooms. This
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The Innovator Is Your First Customer and They Are Looking For You
A raw tech startup should not be selling to any market. Any “market” is too big and the sales cycles are long, painful and often fruitless. The
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Most Technology Marketing is Wasted: Save Your Money
Raw startups, especially if the founders are technically inclined, have this notion they need to pay for expensive marketing. Probably this comes from them knowing
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Find The Customer Looking For You
No matter who you are, no matter what your technology, you are looking for the innovator and early adopter. You are looking for the customer
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Why Big Company Enterprise Reps Fail At Startups
A raw startup, one that may have zero customers or just a few, is not a small HP or IBM. It is a fundamentally different
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The Single Most Important Question For A Startup
The single most important question in startup sales is this: is getting in front of the right person 5% of the sales process or 90%.
Lone Wolf Sales
How Do I Find My First Customer?
The most vexing question for a B2B tech startup is how to find the first customer. It’s all different before you have a
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