Hiring salespeople usually feels like a pretty straightforward exercise. And really, the job itself seems pretty straightforward as well. But don’t confuse straightforward with easy. It’s not, and if bad practices creep into the sales rep’s bag, it becomes even harder. It never ceases to amaze me how many bad practices are utilized by many […]
The Remote Office in Tech Sales & Marketing
The discussion on whether tech companies need remote offices has diverse opinions. While it may seem like a simple topic on the surface, the decision to spend precious resources on additional physical locations is actually quite complex. Where your opinion falls on this topic depends upon many factors. Including but not limited to: Your personal […]
VERY Early Stage Tech Sales & Marketing
There is a lot of different stuff written about sales and marketing, and even more specifically, tech sales & marketing. Much of it is very good. Some is awful. What I think is an under-covered and under-appreciated aspect of sales and marketing activities is the earliest stages of a technology company’s existence. In fact, these […]
You Should Scale Your Tech Company Sales Force When…..
Many tech executives would complete the sentence in the title above with something like “when you ship your first product”. Or “when you start your company”. Or “as soon as possible”. All have a similar meaning. Every tech company needs sales revenue and would like as large a hardware or software sales force as possible […]
What the Heck is Customer Development?
The term “customer development” has been floating around for a number of years now, although it seems to have gotten more play in the last couple. Regardless, it’s one of the most common buzzwords added to the technology business vernacular in recent times. I lump it in the buzzword box with “agile”, “lean-(anything)”, “growth hacking”, […]
