Lone Wolf Sales
Sequencing—Doing What Matters—Skipping What Don’t
The first thing we usually tell a friend launching a startup is to stop writing checks. Just stop. Sequencing means building a strategy toward only
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Lone Wolf Sales
Protecting Yourself From Premature Acceleration
A B2B technology startup with an innovative, differentiated technology should sell to the early adopter, the innovator—period. Often, however, these startups get marketing and sales
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
Lone Wolf Sales
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
Lone Wolf Sales
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
Lone Wolf Sales
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
Lone Wolf Sales
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
Lone Wolf Sales
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%.
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