SteliE

9 ms·

31.
Why startups need to visit their customers and why they rarely do(blog.close.io)
7 points by SteliE 12y ago|1 comments
32.
The fortune is in the follow up(blog.close.io)
5 points by SteliE 12y ago|1 comments
33.
This is how you design a winning sales commission structure for startups(blog.close.io)
2 points by SteliE 12y ago|0 comments
34.
Feeding your funnel the wrong leads can make your SaaS business sick(forbes.com)
1 points by SteliE 12y ago|0 comments
35.
by SteliE 12y ago
I always like to ask "What will it take for you to become a customer of ours?" The key is to keep following up with questions until you arrive at a point when they say "and yes, then we'd buy" See more about it here
36.
From cold call to $17 billion startup: how uber got started with sales calls(blog.close.io)
1 points by SteliE 12y ago|0 comments
37.
by SteliE 12y ago
I appreciate the feedback but honestly disagree with you here. In my experience conflict never escalades because of facts or differences of opinion/approach but almost always because people get too "attached" to their ideas&#
38.
Conflict resolution 101 for startups(blog.close.io)
23 points by SteliE 12y ago|6 comments
39.
Startup sales: how to close every customer by asking this question(blog.close.io)
2 points by SteliE 12y ago|0 comments
40.
Scalable sales models in SaaS – it starts with your pricing(blog.kissmetrics.com)
12 points by SteliE 12y ago|0 comments
41.
Hiring for startups: how to recruit the un-recruitable(blog.close.io)
1 points by SteliE 12y ago|0 comments
42.
How to charge money for things that don't exist yet(linkedin.com)
11 points by SteliE 12y ago|1 comments
43.
Startup sales: Selling visions vs. reality(blog.close.io)
1 points by SteliE 12y ago|0 comments
44.
Afraid of cold calling? How to fail your way to fearlessness(linkedin.com)
2 points by SteliE 12y ago|0 comments
45.
Selling to the wrong customers will kill your startup(blog.close.io)
37 points by SteliE 12y ago|6 comments
46.
How to propose annual contracts to SaaS customers (phone/email templates)(blog.close.io)
1 points by SteliE 12y ago|0 comments
47.
Enterprise sales lessons: how I almost closed Google, Intuit and Oracle(blog.close.io)
3 points by SteliE 13y ago|1 comments
48.
How to give references that sell – startup sales negotiations 101(blog.close.io)
1 points by SteliE 13y ago|0 comments
49.
by SteliE 13y ago
You're right. I'm a big fan of Lemkin but might disagree here although I'm not sure if it's semantics or if we truly disagree. I think after you have just 2 reps it's usually too early to hire an experienced VP of S
50.
by SteliE 13y ago
thanks for asking this question & sorry for the sales lingo :) when I say sales model what I mean is the most successful/feasible way to sell your product. is it via inside sales (people sending emails, making calls and giving onli
51.
by SteliE 13y ago
Spot on! Creating the right commission/compensation structure is super tough and crucial to create a scalable sales force. In my experience that's not the first challenge startup founders have when they start their sales team. Fir
52.
Sales Hiring Guide For B2B Startup Founders(blog.close.io)
109 points by SteliE 13y ago|21 comments
53.
The 5 biggest risks hiring sales people for your startup(blog.close.io)
1 points by SteliE 13y ago|0 comments
54.
What you need to master sales: competition and compassion(blog.close.io)
1 points by SteliE 13y ago|0 comments
55.
by SteliE 13y ago
You might wanna try sending customer lifecycle emails to customers after a few weeks pitching them on referring you to their friends and see how well this performs. I don't have first hand experience in automating this via email. My ex
56.
by SteliE 13y ago
Yeah that's what most people think (and sometimes it's the right approach). For most SaaS apps your customer had a chance to experience the product on a free trial of some sorts. If they are convinced enough to buy many will be re
57.
by SteliE 13y ago
Yeah that's a fair point. If you don't talk to your customers today it might make sense to automate this via email. Most likely you will have a much lower success rate since the biggest point of conversion in the approach outlined
58.
by SteliE 13y ago
Never seen a case where referral sales makes more sense than at YesGraph :) Excited to see the results you guys are going to get from implementing this!
59.
by SteliE 13y ago
oh that's a good point! I need to edit that into the original post :) I've found that in B2B you don't want to "pay" for referrals and that people are more likely to make them when they feel like they are providing
60.
B2B referral sales systems – the outbound growth engine most startups never use(blog.close.io)
69 points by SteliE 13y ago|21 comments

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