Love getting these types of notes.
Love getting these types of notes.
I recently had the chance to sit down with Scott Sambucci from SalesQualia on his Startup Selling Podcast to chat a bit about how startup founders be more effective and intentional in their sales approach, not to mention how to avoid some of the mistakes that I’ve made and seen countless others make over the years.
We talked about:
We also discuss some highlights from my career including: starting my own companies, raising a $100M+ in capital, what I’ve learned from interviewing over 1,000 sales people and how to manage sales teams with large targets. #nopressure
This was a fun conversation and there’s are a ton of value shared throughout the episode – so if you’re a sales oriented founder – or if you’re not – hopefully this episode will convince you of the importance of putting as much effort into your selling as you do into building you product.
You can listen to the podcast on the SalesQualia website here.
You can also follow The Startup Selling Podcast on iTunes where you can find our episode, along with a lot of other episodes that offer great sales advice:
Check it out and let me know what you learned and what kind of questions it brought up for you so we can start our own discussion…
I have decided that one of my 2018 goals is to help 100 entrepreneurs.
I’ll try to make myself available for any entrepreneur, even internationally. That being said, my priority is to focus on minority and women entrepreneurs, as they are generally underrepresented in the startup community and are likely in a position to benefit the most from helpful advice.
The types of companies I am probably in a position best to assist are B2B (business to business) software companies. These are companies that sell their software, typically on a subscription basis, to other businesses. My specialty is more around mid-market and Fortune 1000 types of target customer profiles, and less so on no-touch/self-serve types of customers.
My qualifications include:
Topics I can usually help with include:
I think the best format for this work will be a 45 minute call, where we dive right into problem areas or issues you are dealing with. I will try to be as helpful as possible.
This “service” if you can call it that is entirely free. I am not looking for advising roles or anything beyond our initial call, as I unfortunately do not have time to do that. Now, they do say advice is worth what you pay for it. So keep that in mind…
I realize that starting a company is extraordinarily hard, and if I can even provide a little bit of help, even as a sounding board, it may ease some of the challenge in building your own business. That is not to say that I have all the answers, in fact, I am still learning every single day myself.
The only thing I ask for in return is that you comment on this page after I’ve provided my time and advice, and ideally mention the 1-2 areas that we focused on, so that I can keep track of hitting my goal of 100 conversations this year.
In July 2017, a former female employee of BetterWorks filed a harassment lawsuit against me and BetterWorks, the company I founded. At the time, it was highly publicized in the press as another example of Silicon Valley bad behavior towards women. This was the first time for me experiencing something like this in over 20 years of my professional life.
During this process, the board of directors hired a third-party independent investigator to investigate the claim.
The findings of the investigator were that “no harassment, no sexual harassment, nor any assault or sexual assault occurred”, “no discrimination occurred”, and “no company policies were violated.” Upwards of fifteen witnesses participated in the investigation.
I am relieved to say that after a very disruptive eight months, the lawsuit has been withdrawn and ultimately dismissed.
People that know me know that I care deeply about women’s issues, and that I advocate for supporting as diverse and rich an environment for driving business results as possible. I spent many years, most recently at BetterWorks, creating an open, collaborative, diverse, inclusive, respectful, considerate, and flat organization. I am proud of so many aspects of BetterWorks, including the fact that 46% of our managers are female. This is roughly double the industry average. I deeply respect women, including my wife Leah. Leah and I have committed to raising our two sons to be inclusive and respectful of all people. We are proud to see them grow up in an age where equality and sensitivity to others is paramount.
Thank you to my friends and family that supported me during this difficult time. And thank you to the numerous and wonderful female leaders with whom I’ve had the extraordinary honor to work alongside.
I have decided to move on from BetterWorks as of late 2017, in order to allow the company to flourish with new leadership and eliminate any distractions. We have hired a fantastic new CEO that will be announcing soon, whom I am very excited about.
I currently continue to serve on the company’s board of directors. I am excited about the next phase of BetterWorks 2.0…