3 SalesSchool Take-Aways
NYU, Stern School of Business
In the words of Greg Coleman, my fave panelist of SalesSchool’s awesome lineup, “If we’re going to tell the truth tonight…” SalesSchool was on target. And the crowd was almost as big as NY Tech Meetup’s. Almost!
Although they didn’t discuss how to close a deal, they did deliver as promised, with tips on how to build a sales force. The take-aways are simple: look for straight-shooters and pull all the metrics you can on your sales interactions. The latter’s what made Hubspot so successful.
This is what they meant by straight-shooter:
It applies to both landing a sales job and landing a sale.
(Evan Bartlett was an attendee and in sales at the neighborhood startup ScoopSt.)
And metrics? That’s what makes a science out of sales. Hubspot has mastered this, taking out as much of the guess work as possible. How many times did those guys use the word “algorithm?” I lost count. They’re majority MIT, so go figure! But quantifying pretty much everything in all of the steps of a sales transaction really does pay off.
With a process down pat, anyone can have a lean, mean sales machine!
Although, if we’re really going to tell the truth tonight my all-time fave reference was the mention of the “vapor sale.” It’s when a sales person is mid-transaction and actually sells a feature that doesn’t exist yet. People do that? I had no idea!
All the more important, I guess, to have a really good dev team—to back up your sales dudes/ettes when they’ve sold more than what your customers have bargained for.
Photo credit: Ilan Abehassera
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