Why you don’t want more leads (stop the mass lead generation programs)
Here’s the hard truth for tech founders, particularly those selling a complex solutions to infrequent buyers. You don’t want more leads. The temptation to focus on lead generation as the be all and end all, is not the answer to your prayers. Leads are good, but not all leads are created equal. Quantity does not trump […]
Direct sales or Channel or Distributor?
We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sales vs distributor. Each business should have the conversation about the different sales strategies to extend reach and drive revenue. Each approach has its […]
How To Hire the Right Salesperson for Your B2B Startup
There comes a time in every startup journey when you realise that in order to move forward and scale, you need to increase sales and revenue first. And that means transitioning from selling your own products and services to handing over sales to a professional salesperson. It seems easy enough; place an ad, interview a […]
