Sales

I made a rule 10 years ago that we never send contracts sending contracts is a crappy experience for your buyer think about it they’re at their email they get your email for your contract for your statement of work your MSA SLA whatever you want to call it they get them in their inbox

Blue Chip for us is essentially you are a household name so just everyone knows who it is you are publicly traded you would spend enough to qualify for a 25k plus a month retainer and that pretty much Makes You Blue Chip froze you’re a big boy you’re a big account we’re gonna call

You don’t just want to have the prospect talk your ear off you want to control the conversation you want to know what you’ve done a hundred times already that year and you really want to pick out the right questions get the right answers mirror those in your presentation make it hit home bring

For me NSM attainment that’s like how often do we hit our client goals so Northstar metric every time we get a new customer a directive we establish a North star metric for how we will evaluate the success of the relationship if the client says they want to get a hundred demos a month

Takes a lot of hard work and effort to earn your audience’s trust develop messaging that resonates identify personas that convert identify customer acquisition costs that are profitable there’s a lot that goes into this just like SEO and then it takes time so don’t do a month-to-month contract don’t do a three-month contract don’t

Unfortunately I have found the CMO of VMware doesn’t want to talk to a 23 year old SDR and in other words we were kind of burning up a lot of our funnel we weren’t able to match the type of account to the type of salesperson so we started to use chili Piper for

So if you’re watching this and you’re bad at self you don’t ever do sales you’ve never done sales you don’t want to do sales then I think you should hire a sales consultant I would recommend winning by Design if you’re good at sales and you like it what I did with Drew I

Some point you’re going to need more than just AES because it’s going to be hard for you to manage the ages and you’re going to be frustrated in other words at some point you need someone to manage the sales order for you as the owner and founder I try to never hire one

We just have AEs do about four calls a day kind of max three to four and if they do more than four what happens is they’re down funnel life cycle stages just kind of don’t do as well frankly they just stop performing at the level that we need them to because they have