5. Sales

1. HIRES (3:12)
Be the first Evangelist
When to hire a VP or Head of Sales
Complete team with SDRs, Associates

2. COMPENSATION (10:58)
Ensure salespeople are aligned with mission
Understand pros & cons of each method
Get creative

3. SALES PROCESS: PROSPECTING (22:05)
Identify your targets
Outsource your SDR work early
Create an autonomous sales machine

4. SALES PROCESS: NURTURING (40:25)
Emailing
Calling
Experiment, track & measure

5. SALES PROCESSING: CLOSING (55:25)
Obtain prospect’s budget
Identify champion & decision maker
Focus on pain points
Identify the timeframe
Identify personal motivations

6. UPSELLING (1:00:47)
Separate sales and client success
Identify easily fillable gaps in product
Double-down on whales
Focus on creating recurring revenue

7. SALES TOOLS (1:05:52)
Identify your sales needs & goals
Implement software for team