Cold Email Best Practices for SDR Teams

Early on in my sales career I learned that I couldn’t build rapport simply through email, and I certainly couldn’t get a full understanding of my prospect’s needs. To this day, I rarely ever actually sell...

How A Sports Combine Makes The Sales Hiring Process Efficient

As a startup trying to grow our sales team quickly, we were spending too much time recruiting but not getting great results. Time is our most valuable asset, so we had to find a more efficient way to hire. A...

What Investors Are Looking For: 5 Suggestions For Sales Teams

As a VC firm focused on early-stage B2B startups, we pay a lot of attention to the revenue generation strategies of prospective investments. Most of the issues we’ve come across in the first 1-2 years of...

Startup Sales Managers: Stop Hiring Experienced Salespeople

Business is good. Revenue’s up, customers are happy, and investors are pleased. Even better, you finally have the budget for that new salesperson. At least, you thought you did. Until you started browsing job...

4 Ways to Motivate Your Sales Team

Growing a company is a team effort – but that won’t stop your sales and marketing teams from pointing fingers and blaming each other for your business’s revenue shortcomings. In my career, I’ve managed...

How to Develop Enterprise AEs From Within

At Parse.ly, we view our sales team as analytics consultants. Our sales process and product are complex so the required skill sets for an Account Executive are very high. Top performing AEs have an in-depth...

Optimizing Your Sales Team’s Productivity with Scorecards

In my previous post, I talked about the best ways to optimize your SDR team’s performance. There are a lot of questions that come with that though – mainly, how do you know if your SDRs are having...

Training a New Sales Team? 5 Ways to Set Them Up for Success

If you run an early-stage startup, your first sales hires—and how you train and introduce them to your company—will set the tone for the next stage of your startup’s growth. After all, it’s likely...

How to Create an Amazing Sales Culture

Ever since my first day at SinglePlatform, I’ve always had the mentality of creating a culture where people love their job, and wake up every day excited to come to work. But easier said than done, right...

Startup Hiring: Your First Sales Hire

When founding teams need to scale their sales efforts beyond their first few clients, they need to hire a sales leader. This is a very risky and scary next step for founders as it’s a critical hire (often make...

How to Use Social Selling the Right Way

Social selling is a popular buzzword in tech sales, but it’s often misunderstood and abused. Many salespeople try to use social media as a place to push their sales pitch to a wider audience, but that has...

Building an Engineering-Centric Sales Organization

Back in January of this year, Atlassian acquired Trello for $425 million, making it one of the largest NYC startup exits in recent years. At the time of acquisition, Trello had 19 million users and a B2B sales...

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