Startups are ultramarathons, even though most of us are sprinting every day –   Sprinting to the next product release...   Sprinting to nail down the next sale...   Sprinting to get to the next fund

In this episode of the Startup Selling Podcast, I interviewed Alexine Mudawar & Gabrielle Blackwell.   Who is Alexine Mudawar?   Carrying 8+ years of SaaS sales experience, Alexine is backed by numero

Demos are where sales opportunities go to die.   Unless you've got a Prospecting Partnering System in your process.   It's fun finding new leads, diving into problems, and talking about what's possib

“Demo” should NEVER be a stage in your sales process.   In fact, your entire sales process should minimize your product as much as possible.    Yes, really.   That’s why Demo Design is one of the 9 Sa

3 Things I'm excited about (including lots of running and baby goats...)   #1:  The last stretch of training for the Western States 100. I've got a 50-mile trail run on  Saturday, and another 22 on Mo

"I guess I'll follow up with them..."   If that's your action plan for a deal that's gone dark or a lead that won't reply, you're doing it all wrong.   The top 3 synonyms for "follow" are PURSUE, SEEK

Hiring is a two-sided market – the hiring company and the candidates.    After closing a Series A, a founder needs to get serious about building their sales team. That first sales team will either gal

In a recent podcast, I shared how CONSISTENCY is a key principle in my ultra-running, business, and life in general.     Three (3) strategies that have helped me are...   1/ Schedule Everything   I me

In this episode of the Startup Selling Podcast, I interviewed David Priemer.    Like most of us, David never thought he'd end up in sales! He started his career tinkering with test tubes and different

I'm reading "Trillion Dollar Coach" by about Bill Campbell – a coach to some of the top Silicon Valley executives – including Steve Jobs and Schmidt himself.   This week, shared his interview with