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Sales 101 For Your Start Up

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Mark LaRosa
Mark LaRosa

Presentation given by Mark LaRosa, CEO of QuotaCrush and Jeff Stewart, CEO of UrgentCareers on 2/19/2009

Business
1 of 23
Jeff Stewart / Mark I LaRosa
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Where is your customer?
Who should you target?
Don't worry, others have blazed this path!
The Problems ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
So where is the IP? ,[object Object],[object Object],[object Object],Your enterprise value should skyrocket once you figure out:
Don't Forget To Call! SEO is great, but there is no substitute for the awesome feedback that comes with rejection.
Observations “ There is a strong correlation between more salespeople, more sales calls, and more sales” “ Scale sales as fast as possible, but don’t scale sales till you know your head from your foot.” “ It is risky to more than double the size of any sales force”
Finding Sales Hires ,[object Object],[object Object],[object Object],[object Object],[object Object]
Growing the Team ,[object Object],[object Object],[object Object],[object Object]
Finding Sales Candidates ,[object Object],[object Object],[object Object],[object Object],1. Croner, Christopher and Richard Abraham, Never Hire a Bad Salesperson Again, Inner Workings LLC, 2006. 2. Greenberg, Herbert and Jeanne, ”Job Matching for Better Sales Performance,” Harvard Business Review no.80505 20% 25% 55% C Players Should not be in sales at all A Players Top Performers Account for 80% of Sales B Players Should be selling elsewhere
What To Always Look For: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
How to Source and Screen: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Don't Cap The Upside ,[object Object],[object Object],[object Object],[object Object]
Strong sales will let you negotiate ,[object Object],[object Object],[object Object],[object Object],[object Object]

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Sales 101 For Your Start Up

  • 1. Jeff Stewart / Mark I LaRosa
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  • 10. Where is your customer?
  • 11. Who should you target?
  • 12. Don't worry, others have blazed this path!
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  • 15. Don't Forget To Call! SEO is great, but there is no substitute for the awesome feedback that comes with rejection.
  • 16. Observations “ There is a strong correlation between more salespeople, more sales calls, and more sales” “ Scale sales as fast as possible, but don’t scale sales till you know your head from your foot.” “ It is risky to more than double the size of any sales force”
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Editor's Notes

  1. Started as a programmer – founded my own start-up – quickly moved into sales Been doing sales for over 15 years for start-ups and other small and growing companies Built sales teams – and never missed quota