Early Stage Startup Sales - Adam Liebman (EVP of Sales, SinglePlatform)

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Information about Early Stage Startup Sales - Adam Liebman (EVP of Sales, SinglePlatform)
Sales

Published on July 23, 2014

Author: adamliebman

Source: slideshare.net

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1. Early Stage Sales - @adamliebman

2. @adamliebman -160 employees -90 person sales team -Acquired for $100 million in June 2012 -#22 on Crain’s best places to work in NYC

3. Test, Tune Scale - @adamliebman

4. Test - @adamliebman

5. Test - Don't think you'll get it right the first time. You get one shot with people. Learn what not to do. You want to own the test phase. People come during tune. This is a startup. @adamliebman

6. Test - Do put a process in place from day 1. What does success look like? Don't set a goal that can only be achieved under optimal conditions. Provide a roadmap for the future. One big game of telephone. @adamliebman

7. Test - Do leave yourself room to be flexible. Make positive changes. Anchor and adjust. Always easier to add than to take away. Underpromise, overdeliver. @adamliebman

8. Test - Do try to challenge your prospects. The Challenger Sale. You are an expert at X. The customer is an expert at Y. You actually do know better than them. @adamliebman

9. Test - Do stop selling sometimes. Incredible feedback. Would you buy this for a penny? @adamliebman

10. Tune - @adamliebman

11. Tune - Don't hire before you're ready. How do you know when you're ready? Working business model. Repeatable process. @adamliebman

12. Tune - Do hire in groups. Peer-to-peer learning. Bond from day 1. @adamliebman

13. Tune - Do hire slow. A players know A players. You're only as fast as your slowest runner. Referrals are more likely to have success. The bar is set now. @adamliebman

14. Tune - Don't hang on to dead weight. Your time is valuable. When you start to have doubts, they're no longer doubts. Rip off the band-aid. @adamliebman

15. Tune - Do change one thing at a time. Iterative process. 14 great ideas, 1 bad one. @adamliebman

16. Tune - Do learn the ABCs. Always Be Coaching. Actionable, specific feedback. Make every mistake once. Learn, apply. @adamliebman

17. Scale - @adamliebman

18. Scale - Do create a place where YOU would want to work. Your culture is an extension of yourself. Talking about work is OK! @adamliebman

19. Scale - Don't try to please everyone. Homogeneity can be a strength. People like people like themselves. @adamliebman

20. Scale - Do celebrate the wins. PMA - The Happiness Advantage. Lead, don't manage.

21. Thank You! adamjliebman@gmail.com @adamliebman

You get one shot with people Learn what not to do You want to own the test phase People come during tune This is a fucking startup

What does success look like? Don’t set a goal that can only be achieved under optimal conditions Provide a roadmap for the future One big game of telephone

Make positive changes Anchor and adjust Always easier to add than to take away Underpromise, Overdeliver

The Challenger Sale You are an expert at X The customer is an expert at Y You actually do know better than them

Incredible feedback Would you buy this for a penny?

How do you know when you’re ready? Working business model Repeatable process

Peer-to-peer learning Bond from day 1

A players know A players You’re only as fast as your slowest runner Referrals are more likely to have success The bar is set now

Your time is valuable When you start to have doubts, they’re no longer doubts Rip off the band-aid

Iterative process 14 great ideas, 1 bad one

Always Be Coaching Actionable, specific feedback Make every mistake once Learn, Apply

Your culture is an extension of yourself Talking about work is OK!

Homogeneity can be a strength People like people like themselves

PMA – The Happiness Advantage Lead, don’t manage

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