Mark Duncan and I collaborated on a four page article “An Entrepreneur’s Guide to Sales” that was designed as an adjunct to a custom sales training workshop. It’s intended for entrepreneurial engineers who need to develop and debug a B2B sales process.
Most articles and books on sales are intended for people who sell. In contrast, this article is for the technical founders of a software startup who need to better understand the sales process, with practical tips on how they can be more effective as part of the selling team.
Specifically, we’ll review frequent reasons for the sales process being broken, the need for an iterative approach in refining the sales learning curve, key steps in the sales process, preparing for a sales call, sales methodologies, and key sales positions.
We were contacted recently the folks at XanEdu publishing to license it for use in a package of supplementary materials–a coursepack—for a new course “Building Internet Start-Ups: Risk, Reward, and Failure” taught by Groupon co-founders Eric Lefkofsky and Brad Keywell at the University of Chicago’s Booth School of Business.