Info

SaaS Growth Stacking - with Dan Martell

How do you end up in rehab for 11 months, discover computer programming, then build 5 tech startups, selling 3 and raising money for the last 2 in 15 years? Tune in each week and Dan Martell will teach you: How he got invited to spend a week with Richard Branson. How he ended up raising money from Mark Cuban. How to hack your productivity. How to focus your marketing efforts. How to get your big dreams funded. How to build, scale and sell your technology company without giving away the control to investors and financial stakeholders. The 3 disempowering “pick me, pick me” mentality that plagues startup founders.. and what you can do to avoid it and fund your startup. Tune in each week and get Dan’s deep-in-the-trenches experience as a father, serial entrepreneur, and investor. Do you want to fund, start, scale and sell your business? That’s the only question that matters here. If the answer is “yes”, then hit the SUBSCRIBE button and let’s make it happen.
RSS Feed Subscribe in Apple Podcasts
SaaS Growth Stacking - with Dan Martell
2019
September
August
July
June
May
April
March
February
January


2018
December
November
October
September
August
July
June
May
April
March
February
January


2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
July
June
May
April
March
February
January


2014
December


All Episodes
Archives
Now displaying: Page 1
Feb 5, 2018

Have you ever been talked into do something you knew was dumb?

*raises hand*

Back when I was scaling my company Spheric Technologies, a friend introduced me to his buddy who did outsourced sales.

Essentially, a quick fix “easy button” for business owners who can’t be bothered to take full control of the lifeblood of their business. Smart right? 

His big promise was that he could get me scheduled meetings with qualified buyers for our services…

… so I gave him a try.

The cost was about $5K/month + a $5K setup, so I gave it a try to see if it would move the needle.

My average deal size was $60K, so I figured just one new customer every month would be a huge win. No brainer, right?

But it all fell apart. Fast.

The meetings were horrible.

The prospects unqualified.

And the whole thing turned out to be a huge waste of time, energy, and money.

That’s when I decided to smarten up, take full control of the selling process, and build my own sales team in house.

I went “all in” and immersed myself in everything I could about building and scaling a sales team.

That’s what I want to share with you in this week’s video.

If you want the bulleted list of activities that’s required for scaling a software sales team, here’s my prescription…

  1. Pay a base salary
  2. Set a quota
  3. Provide a commission
  4. Use accelerators
  5. Hire a sales manager

Now, the truth is, in the early days you’ll likely be doing all the selling, but the best way to backfill this work is to document everything you do to achieve results.

This includes creating a demo script using my Rocket Demo Builder framework, your system for qualifying, and the follow up process.

It’s how my coaching clients and the founders I advise have scaled their sales teams to over 150+ sales people.

If you have any questions about scaling your sales team, leave a comment below and I’ll be sure to reply.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

3 Forces of a Sales Pipeline: https://vimeo.com/237859087/fbbb78d3b5

0 Comments
Adding comments is not available at this time.