Hi Reader I hope July is treating you well so far!!! Last week I wrote a LinkedIn post about the founder's impact on a startup's sales. Check it out HERE. In this newsletter, I want to dive deeper into certain parts and today I'll cover 1️⃣ in more detail. "The Valley of Despair" The valley of despair (VOD) is a widely studied topic and exists in countless different areas. No matter how seasoned a founders is in sales or more technically minded, there is no escaping going through this...
6 months ago • 2 min read
Hi Reader My mission is to share fundamental learnings from selling B2B SaaS to help you close more sales with less effort and more regularly. This combination of results leads to accelerated revenue growth... EVERY BUSINESSES ULTIMATE GOAL!!!! Just like in a well oiled factory, creating an effective sales conveyor belt is the key to success. Without a repeatable process, sales efforts become fragmented, bespoke and ineffective. Reusable tools like lessons learned, ROI spreadsheets, and...
7 months ago • 2 min read
Hello Reader, Today, I’m going to speak about the challenging topic of hiring salespeople, why many businesses get it wrong, and, more importantly, how to fix it. First, let me share my story about how I got into selling B2B SaaS for an Australian startup and the salespeople I came across in my time to give you some context. Before entering B2B SaaS, I was a business development manager for WorkPac, a blue-collar recruitment company. It was my responsibility to find civil construction...
9 months ago • 4 min read
Hi Reader Happy Wednesday!!! Everything begins with lead generation…success or failure! Whether your business survives or thrives first depends on leads consistently coming into your business. I think you could even make the argument that some marriages fail because of poor lead generation. Why did I make that bold statement….Here’s why! When a consistent stream of leads aren’t coming into the business, everything becomes more stressful. Here are some ways this stress can present itself. We...
about 1 year ago • 1 min read
How I add value during the sales process Apologies for the technical glitch yesterday... Happy Friday Saturday 👋 People say this so much...Add value during the sales process...always add value...vale value value. In my experience, people are just regurgitating words and don't really know what they are saying or what this actually means because I've noticed to add value, most people just discount. Which means they are giving something up in order to win a client or essentially taking a loss in...
over 1 year ago • 3 min read
SMF What if all you knew about sales was wrong? Happy Thursday 👋 That is exactly what I learned after about 6 months of working with an Australian startup. You see we were ticking all the boxes that would indicate something huge and special was about to occur. We had product market fit We generated a huge amount of interest in our client sales meetings The product solved a massive gap in the market We were completely differentiated from our competitors We seemed to have found an elusive BLUE...
over 1 year ago • 2 min read