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Category Interviews

How to Hire Your First Two Salespeople

Sales managers often bemoan the Pareto principle. Also known as the “law of the vital few”, its applications are wide-ranging, but in the context of sales it suggests that 20% of salespeople make 80% of sales. It might not be literally accurate for every organization, but it’s broadly true. That’s because the top performers keep …

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How to Run a Story-Based Demo

Once you’ve booked a product demo call with a prospect, it’s tempting to mentally chalk it up as a done deal. But there’s still a lot that can go wrong. It’s highly unlikely that you’ll persuade your prospect to sign on the dotted line if your product demo is un-engaging, vague, or generic. That might …

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