Go-to-Market Sales Strategies for Early Stage Startups

Launching your product and generating revenue for the first time is always scary. The first time you put your pricing model up against a customer for the first time, anything can happen. Is it too much? Too...

When To Merge Your Sales And Post-Sales Teams And How To Do It

Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. A risky move? Sure—but it really helped us grow our existing accounts and bring on new business. This strategy...

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...

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...

What You Should Know Before Migrating To An SDR-AE Model

I’ll give it to you straight — making the transition from an end-to-end sales process to an SDR-AE model isn’t easy. It requires a significant investment of time and resources, two things we never have...

How to Optimize the Performance of Your SDRs

Your SDR team is the face of your sales team – the first point of contact and the best chance you have at scheduling qualified appointments that will lead to closed business. Though the SDR is often an...

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...

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...

Slack Hacks for Your Sales Team

Since April 1st, 2014, Slack has roughly added 4,000 new users per day. Whoa. The disruptive communication medium delivers value that’s intuitive to utilize from day one. Eventually, though, we started...

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...

Sales and Marketing Stacks on the Cheap: 5 Surprising Tools We Use

My co-founders and board members often tease me for being frugal – I’ve been called out for creating my own slide deck templates rather than outsourcing them to a designer for $1000, or running around to...

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