> Common mistakes made by salespeople and founders:<p>> - Thinking their goal is to close a prospect on the first call<p>> - Giving a full demo and presenting pricing on the first call<p>> - Prematurely trying to shorten the sales process<p>These are mistakes? Having been on the receiving end of many "sales processes" I would say the shorter the sales process, the better. I often feel like companies who are too deep into doing high touch sales don't really respect my time and are <i>shocked</i> when I tell them to cut to the chase and yes, I do expect to hear about pricing on the first call, otherwise there won't be another call.<p>Disclaimer: I have zero patience for abundant sales processes.
I found this ~20 page guide Fog Creek put out a few years ago and it got me excited about switching from a technical role into sales. I'd recommend it to anyone who wants a high level understanding of Enterprise sales.<p><a href="https://www.fogcreek.com/guide/The-most-basic-things-your-company-needs-to-know-about-sales.pdf" rel="nofollow">https://www.fogcreek.com/guide/The-most-basic-things-your-co...</a>
Direct link: <a href="https://static1.squarespace.com/static/57daf6098419c27febcd400b/t/5b0b4dc68a922dbfa263b389/1527467516482/Entrepid_How+To+Sell.pdf" rel="nofollow">https://static1.squarespace.com/static/57daf6098419c27febcd4...</a>
i've worked with Tyler and Entrepid across multiple of our portfolio companies at Axiom Zen and been super impressed every time<p>ZenHub wouldnt be where it is today without Tyler (we have dozens of Fortune 500 companies as customers)<p>Tyler is a close friend so at this point i am biased, but Entrepid has built a team of humble, holistic thinkers with deep expertise in sales and high-touch growth strategy
I do Chef and Ansible development. I'd love to know how to sell and find more good customers. I have a long-term customer who's had me on what amounts to a staff augmentation project for 3 years. I know it won't last forever. How would you go about finding more projects like this?
Kudos to you guys. Please report back in a few weeks with the metrics on the number of leads this created for you. I'm in the same space and this content marketing is golden.
This actually scares me.<p>I want to bootstrap an SaaS company focused on enterprise / b2b soon and being bootstraped I can't afford to hire an sales rep/ account manager (or be one myself while working on the product) for what looks like a long process.<p>This is definitely a scary thought in my opinion.<p>Fingers crossed, I hope that's a good problem to have.
Is there an awesome list for business that this can be added to?<p>--edit nevermind, here it is:<p><a href="https://github.com/cameronroe/awesome-marketing" rel="nofollow">https://github.com/cameronroe/awesome-marketing</a><p>it's not added to the main awesome list, so I'm making a pull req for that too.
I'd recommend also reading this: <a href="https://medium.com/@fairpixelsco/b2b-growth-strategies-by-indiehackers-8ab87ed66d0d" rel="nofollow">https://medium.com/@fairpixelsco/b2b-growth-strategies-by-in...</a><p>It's an analysis of successful growth strategies used by B2B SaaS Startups that are listed on Indiehackers.com<p>As well as the Saastr podcast. Full of gems on how to sell.