(I originally drafted this post years ago while at Foursquare an in an effort to share more thoughts I edited for 2019 and bringing this to the surface – enjoy!) [2019 addition] When I first made the switch from BD to sales at Foursquare I learned a very valuable lesson that has stayed true throughout …
Tags: Revenue, Sales
A friend recently asked for an introduction to a senior executive at a large organization in the hopes of partnering with them. His company has some new products and services that he believes make sense, and the LargeCo. executive seems like a good audience to meet with. As with many topics I cover, when I …
Tags: Business development, email outreach, Sales
Often in sales you are dealing with a single individual within an organization. They are your main point of contact, the person in your CRM, and your champion to get the deal done. This is the standard as it may be the person you previously knew, were introduced too, met at an event, or cold …
Tags: Sales
I am usually a very regimented person, and crave process and structure. Some would even say too black and white, as I need to allow for some grey areas and unknowns. I agree with this feedback and take it to heart. It wasn’t until I started to build the inside sales team at Foursquare that I …
Tags: Sales, startups, strategyOur next Building the Sales Machine event is happening and this time I am happy to welcome Bryan Rutcofsky from Yext. These events are open to anyone who is building the sales and revenue machine at a startup and wants to hear from others in their position, meet like minded people, and solve real problems. …
Tags: Bryan Rutcofsky, Building The Sales Machine, Sales, Sales for Startups, Yext
Every quarter or so I help co-organize an event called Building the Sales Machine focussed on getting together the people in NYC who are building great sales organizations. Whether its a small startup or a scaling sales enterprise, we cover a wide variety of topics. I had the pleasure this time around of hosting Steli …
Tags: Sales
(cross posted to Medium to see what happens) Yesterday Facebook put out their latest app about temporal photos and video with the launch of Slingshot. At it’s core, it’s a photo and video messaging tool that lets you very easily create content to share with friends. However there are a few interesting things that are …
Tags: SalesA lot of companies are trying to “solve” calendars. There are many startups that are building calendar apps, desktop apps, and combinations of the two. Some even try to also manage your to-do list. Integrated features like knowing background information, lateness notifications, and notes on important details about people or places – all part of …
Tags: SalesThanks to Rob Wilk, VP of Sales at Foursquare, I have become a big fan of what he calls the “no update” update. Defined by rob its; “An effective way to make someone comfortable with a deliverable that you are working on that isn’t quite ready yet”. I have used it countless times without giving …
Tags: Sales