139 (Sell): Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
139 (Sell): Building trust when selling at early-stage companies (Miles Kane, VP, Sales @ Tenderly)
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FOUR ACTIONABLE TAKEAWAYS
Grow your existing pipeline 50% by asking for referrals.
Use these 3 common PLG (product-led growth) triggers to engage freemium users: sign-ups, increased usages, and multiple users on one account.
Don’t immediately sell your roadmap. Instead, find customers who are 80% aligned with the vision and use the roadmap to bridge the 20%.
If you’re selling early-stage, focus on the early adopters / innovative buyers.
PATH TO PRESIDENT’S CLUB
VP, Sales @ Tenderly
Director, Enterprise Sales @ Drift
VP, Sales @ Altocloud | Acquired by Genesys
Director, Sales @ SmartBear
RESOURCES DISCUSSED
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