Sales Brief: $40K startup mistake, happy salespeople, SMBs, and more

by Michael James
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In this latest Sales Brief, we dive into a variety of sales articles posted this week, including a solid cautionary read for aspiring founders on how quickly startups can go south if you're misguided.

Also this week, we cover an article from Yammer CEO David Sacks, where he tackles the topic of Enterprise vs SMB sales models, and why going after big deals isn't always the best strategy.

Be sure to also check out the latest from Close: we published a data-backed look into how often you should be following up with a prospect (is there a limit?) and an exposé on the pros and cons of using a spreadsheet as a CRM.

Speaking of spreadsheets, we recently launched SalesTable, a Google Sheets CRM template that you can access free below!

Without further ado, let's jump into this week's Sales Brief.

SalesTable

I wasted $40k on a fantastic startup idea

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An entrepreneur had a promising new startup idea: create a simple database of clinical trials that would provide answers to common medical questions like "What's the best over-the-counter painkiller?"

Nine months and $40K later, he had the database up and running. Data was culled from 800+ trials. Demos were scheduled in SF. Things were looking promising. But 2 weeks later, the venture was dead.

WASTE NOT WANT NOT →

Enterprises vs SMBs: Who’s the better customer for B2B SaaS startups?

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As a new startup, should you be targeting small businesses or enterprise? Contracts that are huge or contracts you can close fast?

The traditional or "old school" view has always held that enterprise is the ideal market to go after. But now there's a new school way of thinking: velocity trumps size. Startups are now targeting small-to-medium sized companies and seeing massive success.

So which one is best? Which one should you focus on? Learn this and more in this awesome breakdown.

LET'S GET READY TO RUMBLE →

How often should you really follow-up with a prospect [data backed]

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We can all agree that follow-up is important. But how often you follow-up is even more important. There's a fine line between being persistent and being downright annoying — and it's easy to cross if you aren't systematic about it.

This post outlines a proven formula for approaching follow-up, along with the exact frequency you should use. If you're looking for awesome tactics for getting prospects to not only respond, but take action, this article is a must-read.

HOLLA IF YOU HEAR ME →

The first 90-days onboarding plan

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What does a robust 30/60/90 day onboarding plan look like? Steli Efti and Hiten Shah sit down to discuss best practices for getting new hires setup for success, along with common mistakes and pitfalls that could make onboarding a rocky experience.

I'M THE CAPTAIN NOW →

How to make your salespeople happy and engaged to work?

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Ever wonder what actions you should take to ensure your sales force is satisfied at their job? If you're looking to hire and retain high performing sales talent, this should be your #1 priority.

This Medium article covers research conducted with B2B and B2C salespeople, investigating the elements that strongly contribute toward job satisfaction. Spoilers: there's much more that goes into it than simply a hefty commission check.

HAPPY REPS HAPPY CHECKS →

Using a Google Sheets CRM template: the pros and cons

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For those who are still using sticky notes, business cards, and filing cabinets during their everyday grind, it's definitely time to go digital. Last week we launched a free CRM spreadsheet template called SalesTable. It's a simple, lightweight solution for keeping track of all your prospects and customers.

This week, we published an evaluation on spreadsheet templates: is the functionality comparable to an actual CRM? Can a startup get away with using just a spreadsheet? Learn the advantages and disadvantages and whether a spreadsheet template could work for you.

SELL WITH CELLS →




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