3 Sales Tips for Startups – Creating a Burning Platform

 Great sales leaders know that you can only sell effectively when your sales cycle matches the customers buying cycle.  That is why they qualify customers really hard and ask the sort of questions that would make us non-sales-trained people squeamish.  Asking customers directly whether they have budget this quarter for a program like your company offers takes nerve.  Great sales people are also direct about asking whether the individual that they’re speaking with controls the budget.


(Full Post: http://www.bothsidesofthetable.com/2009/10/04/3-sales-tips-for-startups-creating-a-burning-platform/)  


Mark Suster 

Mark Suster is a 2x entrepreneur and an investor. He joined Upfront Ventures in 2007 as a General Partner after selling his company Koral to Salesforce.com. He focuses on early-stage technology companies.

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Filed Under:
Collection: Business Development & Sales
Category: Building a Pipeline