Making the move from a highly structured environment and being able to have a big name to back you up is a huge difference from the life of a startup. Avi made this transition very well when he moved to Israel and joined his first early stage company.
Having credibility is inherent when working for a big company. Startups can gain this credibility by explaining who their investors are as they have done their due diligence on you or by speaking about what other companies you are currently working with; especially if they are the prospects competitors.
A great salesperson should have a level of business understanding. This will allow you to relate to the prospects and their business problems that you are looking to solve.
You have three kind of sales;
- Transactional is more of an order taker. Maybe the buyer needs help with the credit card or wants a discount.
- Selling the solution you have made to fix the buyers problem.
- Consultative is built on the solution but with a much deeper understanding of the problem so that you can show how your solution will help the prospects company moving forward.
Going from being an independent contributor to a manager can be difficult when the company wants you to be a player/coach. The best way to manage this scenario is to sell with your team.
Something many early stage founders do that is hurting their sales (and younger sales people as well) is telling the prospect what your company does. Rather, share with them why it is interesting for them. Not the industry, but the person in front of you or on the phone.
- What is your favorite sales or leadership book? To sell is human by Daniel Pink
- Do you have someone that you follow/read for sales/leadership ideas? Jason Lemkin (Saastr)
- Are you available 24/7? Do you have strict personal time boundaries? 24/6, keeps Shabbat.
- What is your favorite tool used for sales? Lusha.co
- What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Don’t be afraid of sales people.
Avi’s LinkedIn: https://www.linkedin.com/in/awiesenberg/
Adam’s LinkedIn: https://www.linkedin.com/in/springeradam/