Eleven Sales Tips From Ian Smith
I like these eleven sales tips from Ian Smith. They are clearly based on a wealth of practical experience.
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Sales
Subscription Engines for CPG: Which Model Fits Your Brand?
Subscriptions aren’t one thing. They’re a category of mechanics, and the right one depends on your product, margin structure, and how your customers actually buy. In this video, Igor Krasnykh walks through the main subscription engines CPG brands can apply (replenishment, curation, access/membership, build-your-box, and hybrid models) with real examples of who each one works
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Newsletter June 2026: Sales: Delivering Long-Term Value
Sales is the process of helping customers achieve valuable outcomes; it requires earning trust through listening and problem-solving, and building long-term relationships that create sustainable value for both customer and supplier.
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Effective Salespeople Commit to Providing Value
A conversation with Brendan McAdams on how effective salespeople commit to providing value.
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Introducing Emerging Technology
Introducing emerging technology is a significant challenge for founders. These technologies typically support discontinuous products that break customer task models and workflows when they are first introduced into a market.
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The Value Pyramid as a Way to Structure and Define Your Offerings
The value pyramid model offers a pricing paradigm, a way to reduce customer risk, validate demand, and grow revenue in step with customer urgency.
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Newsletter December 2025: Startup Toolkits
Topic: Startup toolkits. In this newsletter, we look at toolkits that include checklists and question lists for account reviews and post-mortems.
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Sales KPIs for Startups
For salespeople, KPIs must be connected to revenue like the number of leads generated and how those leads convert through the sales funnel.
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Account Review Meetings Drive Startup Growth
Startup entrepreneurs should conduct account review meetings to stay close to customers, drive revenue, and build a repeatable business.
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Prospect Inquiries Require A Rapid Effective Response
Prospect inquiries for a B2B product can arrive in the form of a phone call, a voicemail, an email, a chat conversation, a form fill, or a new record in a CRM system. Regardless of how they arrive, they should be treated as urgent requests that require a rapid, effective response.
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Prep for 2025: Bootcamps on Customer Discovery & Development
Prepare for 2025 With Bootcamps on Customer Discovery & Getting More Customers Today, Oct-1-2024, is the start of the fourth quarter of 2024; it is time to close out the objectives you set for this year and start planning how you will grow in 2025. To help you get a jump on next year, we
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Starting Small Can Lead to A Big Success
In a world where bigger often seems better, there’s a compelling argument to be made for the power of starting small.
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In Sales, Act Like a Doctor
Startup founders can greatly enhance their effectiveness if they act like a doctor: elicit symptoms, offer a diagnosis, suggest a prescription and provide a prognosis.
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Why Don’t They Teach Sales in College?
The following passage “Rich Dad, Poor Dad” by Robert Kiyosaki has had me reflecting on “Why Don’t They Teach Sales in College?”
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Q: How Does White Label Work?
When a firm has a white label relationship they license your product under a different name and provide first-level support.
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Seven Tips for Taking Full Advantage of a Conference
Here are seven tips for taking full advantage of a conference: how to prepare, planning your schedule, effective networking, taking notes, and following up.
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Navigating the Startup Sales Maze: Brendan McAdams’ Expert Advice
Brendan McAdams offered an expert perspective on navigating at the startup sales maze in a recent Lean Culture briefing.
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Key Takeaways from Fri-Nov-3 Bootstrappers Breakfast
We had a good discussion at this morning at Voyager Coffee in San Jose for the Fri-Nov-3 Bootstrappers Breakfast. Here are some key items we discussed and my takeaways.
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How Founders Can Learn Sales on the Job
In this podcast, Étienne Garbugli and Sean K. Murphy discuss several proven approaches for how founders can learn sales on the job.
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Customer Buying Process: Understand, Believe, Act
A simple but very useful model we like for the customer buying process is “Understand, Believe, Act.” This post explains what it is and how to apply it.
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