Co-Founders Corner – Episode 6: How to be the Airboss

Co-Founders Corner – Episode 6: How to be the Airboss

The latest episode of Co-Founder’s Corner;

The profile of an enterprise salesperson!

Welcome to the latest episode of Co-Founders Corner, and today we’ll be discussing the how to be the airboss.

Now, I didn’t create this phrase of the airboss, and I have to attribute it to my old friends at Appirio. What this means in a sales process is that we’re constantly reviewing and being the conductor and the reviewer and the instructor during the process. Sometimes that doesn’t mean we’re doing every single activity.

A couple of things to being the airboss:

  1. Understand your customers’ pains! Take that pain into business case and getting validity on that business case.
  2. Having a clear sales process in which you can navigate the complexities of the enterprise buying cycle.
  3. Review and document every learn during the process.

I’d love to hear more from you about how you’re the airboss, the general, the conductor, call it what you like. Leave any comments below, we would love to know your thoughts.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 5: Sales Process

Co-Founders Corner – Episode 5: Sales Process

The latest episode of Co-Founder’s Corner;

Key tips to Creating a Simple Sales Process

Welcome to the latest episode of Co-Founders Corner, and today we’ll be discussing the Sales Process.

This is often something that many companies get wrong and in honesty, lots of people over complicate. I’ve seen anything from 12 stages, to nine stages, to six stages to even (my preferred) five.

I think when setting up a sales process there are a couple of key elements you need to consider:

  • The first is just getting the stage names right. They need to make sense to your reps, they need to
    make sense to your customer buying process.
  • Stage two is to map out what activities are required at each stage of the process
  • Stage 3 is actually reviewing the success of the sales process, and seeing how your reps adhere to the process (because a lot of reps will believe in the process at first but won’t actually follow it month-in, month-out!)

I’d love to hear what kind of sales process you’ve built within your company and what’s proved effective, time-in, time-out.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 4: Building Revenue

Co-Founders Corner – Episode 4: Building Revenue

The latest episode of Co-Founder’s Corner;

Building Revenue Whilst Building your PoC

In this video, we’ll be discussing about how you move from product development into revenue traction.

I hear a lot of customers, especially those in the 350K to £1million in revenue bracket, saying that “in six months time we’ll be ready to sell”. This is not the right strategy, you won’t be able to scale the rate you want without market testing your products.

I think first and foremost you need to think about how you can drive value to those customers in those proof of concepts.

Number two is, once you’ve got those proof of concepts what are you actually doing with the customers in that engagement?

Thirdly and finally, what is it are you doing that is different in the market? And therefore building your value prop off the back of the success and the proof of concepts.

I’d love to hear more about how you’re using proof of concepts to engage with your audience and building out your value prop. Please comment below and I’d love to engage with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner: Episode 3 – Leveraging Customer Feedback

Co-Founders Corner: Episode 3 – Leveraging Customer Feedback

The latest episode of Co-Founder’s Corner;

Leveraging Customer Feedback

In this video, we’ll be discussing how you integrate customer feedback into your commercial model. I see so many customers of ours wanting to integrate customer feedback, but not actually applying it in practise. The value of customer feedback can drive your business to new levels of success.

There are three key elements I would suggest to you:

  • Firstly, you need to capture your feedback all in one place.
  • Secondly, your senior management of sales marketing and product needs to review this feedback.
  • Thirdly, actually tracking what the success of your own feedback is on these three key areas.

If you’d like to find out more about this topic, please comment below or get in touch via our website.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-founders Corner – Episode 2: The Right Sales Strategy

Co-founders Corner – Episode 2: The Right Sales Strategy

The latest episode of Co-Founder’s Corner;

What is the right sales strategy for your tech company?

In this latest episode of Co-Founders corner we’ll be discussing what a right sales structure look like. This question has been asked of me so many times, I can’t even believe how many it would be. But the simple answer is, there is no right answer to “the right sales structure”. I think we have to make decisions in the context in which you’re in.

What I mean is;

  • What is your revenue?
  • How many customers do you have?
  • How many sales people do you have?
  • What geographies are you involved within?

And with that information you can build out a proper structure that suits your market, your team and your revenue size. I see sales structure being made too hastily in a CEO’s decision making process. I’d love to understand a little bit more about how you have structured your sales team both in the early stages and the latter stages. Please comment below, I’d love to engage with you more….

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Sales revenue strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

Sorted! Your request has been submitted.

Sales funnel strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive our FREE E-book but also exclusive content and advanced strategies. 

Sorted! Your request has been submitted.

Startup sales strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive our FREE E-book but also exclusive content and advanced strategies. 

Sorted! Your request has been submitted.

Sales revenue strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.

Sales funnel strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.

Startup sales strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.