Both Sides of the Table
JUNE 17, 2013
In my first enterprise software company we developed a methodology for sales that we called PUCCKA. Having a methodology instead of just going on random sales visits helped force a bit of rigor and honesty amongst team members about how well or not we thought we were doing. The best sales meetings are discussions. Click here.
Both Sides of the Table
AUGUST 25, 2009
I’ve sat through a lot of VC pitches and having been CEO of an enterprise software firm for many years I’ve also sat through many customer meetings with sales teams. After the sales meetings I would ask the exec afterward, “how do you think it went?&# We used to do this in our sales slides.
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Both Sides of the Table
FEBRUARY 3, 2010
I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Beware of Crocodile Sales. I still do this sometimes, too. Always “test your understanding.&#.
Both Sides of the Table
FEBRUARY 6, 2013
Your first sales people should be consultative sellers who can fuel evangelical sales. Don’t hire “relationship management” sales people too early. Ok, well not that pretty since I do my own slides and often at 1am. But my slides are linked above and you can also download from SlideShare.
Both Sides of the Table
NOVEMBER 19, 2009
Your head of sales thinks she should fire somebody. You’re sales person is getting blocked by the CTO who says she shouldn’t go above him but the CTO isn’t approving the deal. I was the one pointing out that we were behind on our sales targets and our “Elephant Deal&# that had been promised was 6 months late.
Both Sides of the Table
MAY 15, 2011
This might be a VC meeting but also might just be a sales or biz dev meeting. It’s any meeting where you are in a small room and are being called on to present on some form of overhead slides. The worst behaved will literally never be on the slide you’re presenting. In slides, less is almost always more.
Both Sides of the Table
SEPTEMBER 3, 2013
Almost always the CEO plus members of his or her management team including tech, marketing, sales and/or product. Assign out slides: The best way to involve your team members is to assign out slides they will own. But I find when you don’t assign slides that each person owns often the quiet team members get silenced.
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