sales training blog - startup sales mentor

Time to let the cat out of the bag. For the greater good of sales people everywhere, a group of 10 of people focused on sales training and development have united forces to compile and share the best sales content available on the web. We are still finalizing our name and our new blog site, and here is the jist.

Every quarter we will offer an E-book with an article from each of us focusing on a specific theme. Since each of us has a different niche in sales training and education, and all live in different parts of the world, he plan to deliver dynamic perspectives on subjects, instead of giving you a linear opinion on a topic. The first E-book will be out at the end of the summer, and it will be a free download for all list or RSS subscribers. I will share the topic in the same post that I announce the new site. My gut says, in a week or two there will be news.

Addi tonally, every two weeks we will have a blogging topic. Each of us will write a post on that topic during that period again offering you many sides to the same coin. Our aim is to elevate the possibilities and engage in dialog with our readers that helps them grow as sales people.

Here is the bio of each member on Brad’s Sales Management blog:

http://www.salesmanagement20.com/profile/TiborShanto

http://www.salesmanagement20.com/profile/CraigElias

http://www.salesmanagement20.com/profile/TimRohrer

http://www.salesmanagement20.com/profile/JimKlein

http://www.salesmanagement20.com/profile/SkipAnderson

http://www.salesmanagement20.com/profile/NeshThompson

http://www.salesmanagement20.com/profile/KarlGoldfield

http://www.salesmanagement20.com/profile/IanBrodie

http://www.salesmanagement20.com/profile/ColinWilson

http://www.salesmanagement20.com/profile/bmtrnavsky

As leaders in sales training, sales plan designers, pipeline experts, sales management consultants, business consultants, (man the list goes on) we intend to deliver something different than the other group blogging sites. If you have any ideas for topics or concepts you want us to explore, speak now or forever…ah you can share with us whenever you like. Sales training in the form of articles and blog posts is my favorite part of this Web 2.0 world.

Right to the point. More people would benefit from reading this blog. The guest bloggers and commentators add great content and feedback to compliment the posts that I put effort into sharing. Please help add more readers, thus more conversations, thus more brilliant minds helping each other. How, you ask can you do that? Great question:

1. There are links on the bottom of this post (and all of the posts) to social bookmark it. Please at the very least Digg and Stumble the articles you like. This will get other like minded people reading them.
2. Leave comments on posts. People like to hear what other people have to say, share your thoughts and get more feedback. Also, commenting on this blog will help your own blog’s search rank as I allow Google to follow comments.
3. We now have a squidoo lens at http://squidoo.com/startupsalesmentor. Please go rate it and comment on the lens. This will help it get exposure there.
4. Follow me on twitter at http://twitter.com/karlgoldfield
5. Send me feedback on what I can do to help you at salesmentor@karlgoldfield.com
6. And finally, forward posts, tell other sales people, get people in the mix! Let’s make some noise and really help each other in the 2nd 1/2 of 2008.

Oh, and one more thing! One of my articles was rated article of the week by http://top10salesarticles.com last week. Please go give it a read! Have a great holiday weekend and let’s catch up on messaging next week.

All the best,

Karl
startup sales mentor

You have done it! You conceptualized it, developed it, tested it, delivered it to a potential customer, and then sold it! Then, you sold it again and again. The culmination of years of dreaming has sent you entrepreneurial spirit into overdrive. So, what next, your brother lent you some money, as did your grandmother and uncle. Now you are on the path to showing them dividends on their trust. You are an idea widget factory, and while you love your offering more than anyone else ever could, to run this business you are going to need salespeople.

So what to do? Is the first step to find some powerful executive, or a consultant to show you what to do? Is the first hire best an aggressive and hungry sales person, who at the front lines can close more business and fund the other potential employees? The resounding answer to all of this is NO!!!

The first thing you should do is ask yourself some questions?

1.       Can I train people on how to sell my offering?  Do I have the patience and the understanding of how I succeeded?

2.       Do I understand the buying cycle for my offering?

3.       Do I understand the type of mentality required to make these sales?

4.       Do I have a strategy for growth that aligns with a sales process?

5.       Is there anything that could hamper someone from successfully selling my offering?

There are a few more questions that will arise as you answer these, but this is a gut check and not a time to let the ego rule. Sure you sold your product, but that is because you are its parent. No one, and I MEAN NO ONE can express the love of a child better than that child’s parents. However, when looking for those first key people in your sales team, it is imperative that you find people that can love your baby like they have adopted the child. This is more important in evangelizing new solutions than any other particular skill or set of experience.

Now, do not misunderstand, it is imperative that if you hire an executive, they come with pedigree, or a consultant with a track record of success. It is vital that any rep you hire for sales has a history of overachievement, and a good sound work ethic. These attributes however, must come aligned with a passion for what you are offering just short of your own. Without this dedication the ability to generate opportunity is lost.

The types of questions to ask to uncover this are simple:

1.       Go into value in interviews; get them to see what your offering does. Once they do, there should be a point when they take over the conversation and get you excited with their speech.

2.       Look for deeper understand and a need to be heard. They should have checked out your website, ask you questions about the features and functionality, and display a bit of hesitation until they really get what you offer. If they do not push you on the quality of the offering, they are not really ready to evangelize.

3.       The interview should get turned around, and at some point you should feel like they are interviewing you. Great startup sales people have a habit of treating an interview like a sales call. If they do not qualify and discover, then they will not do it on the phone.

With regards to who you should hire first, it is relative to the offering and its uniqueness, complexity, and if there is any market. These are questions best asked by someone who understands the sales world and you should probably continue to seek advice.