Beyond Just a Number: 4 Skills Sellers Can Learn this Year

One of the core attributes hiring managers at growing companies look for in new sales hires is “intellectual curiosity”. It usually tops the list alongside things like coachability, social awareness, and...

Building a Sales Team in Europe: Lessons Learned

If your SaaS company is considering expanding from the U.S. to Europe, there’s good news: Building a successful sales team in Europe actually isn’t so different from building one in the U.S., but I have...

Founder Scaling: How to Build a Sales Team on Your Own

A lot of entrepreneurs want to jump straight to hiring a VP of Sales to scale their sales team, but  I advise against this. Your company’s first interactions with customers in the wild is often a...

5 Sales Techniques That Help You Hire Top Talent

From startups to enterprise, companies are duking it out on the talent battlefield to attract and hire top talent. The number one reason that a ‘top’ candidate rejects an offer is due to their...

3 Sales Contest Ideas to Motivate Your Team

My introduction to sales came when I was 17-years-old, selling novelty t-shirts outside of Fenway Park. While that job had its own set of challenges, I can say the monotony that comes with day-to-day cold...

Building a Double-sided B2B Marketplace

Although Seamless/Grubhub is now better known for B2C services, when I came on in 2004 the business was exclusively B2B, which is what I focused on during my almost nine years there. My team signed up...

Implementing a Sales Qualification Process as a New VP of Sales

As a new VP of Sales, there’s plenty to do in the first ninety days. This is particularly true if you’re joining a young company, where sales processes might be somewhat chaotic. That was the case for me when...

How To Hire Salespeople

The only thing more important than hiring great front line managers is knowing how to hire salespeople. No amount of incredible management experience or training can overcome hiring the wrong people for the...

How Daily Growth Standups Improve Team Communication

In a startup it’s important to understand team context, not just your individual role in the funnel. At PersistIQ, we used to have separate meetings between sales, marketing and customer success. However, this...

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...

How to Develop Consultative Sellers Out of Transactional Reps

Do you remember your first day of college? Most likely there was excitement to start a new chapter in your life, but trepidation as you knew things would not be the same as they were in high school. College...

How to Retain Top Sales Talent

There’s no silver bullet for retaining top sales talent – the tactics vary depending on what motivates each individual. The biggest mistake you can make when trying to retain a top performer though is...

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