All of our Sales articles

Sales

Step Up Your Sales Coaching Game — Dig Into The Numbers to Help Your Reps Level Up

Sales managers have an unprecedented opportunity to lean into the numbers and level up as coaches — but in Karen Rhorer's experience, most are leaving this potential untapped.

Sales

Mastering the Art of the Outcome: How Guru Turned Customer Success Into a Company Cornerstone

At Guru, customer success is at the center of every aspect of company-building, from product design to sales strategy. Co-founder and CEO Rick Nucci shows how a relentless dedication to outcomes gives startups a competitive edge.

Sales

How Backcountry’s Support Reps Go the Extra Mile — And Get Invited to Their Customers’ Weddings

This online outdoor gear and clothing company blends service and sales to craft a customer experiences that wows. VP of Sales and Customer Service Chris Purkey walks us through how startups can learn from Backcountry's approach to beat the scale of more established competitors with authentic, white

Sales

Growth at All Costs is Perilous — This is How to Scale Sales Sustainably

Many founders feel the pressure to spin up sales quickly to hit growth targets, but seasoned sales leader Karen Rhorer knows that this unsustainable strategy can lead to painful layoffs down the road. Here, she shares the four levers and key calculations startups need to understand in order to scale

PR & Marketing

The Top Comms Mistakes Startups Make — And How To Avoid Them

After two decades of comms experience with companies like Eventbrite, Yahoo, Mattel and Nike, Terra Carmichael shares four common PR mistakes and her techniques for sidestepping them.

Sales

Pricing Lessons from Working with 30+ Seed and Series A B2B Startups

As CEO of Entrepid Partners and First Round's Sales Expert in Residence, Gaffney works directly with founders and early sales teams to establish go-to-market strategies and growth plans. Here he shares his pricing principles and experiments so early-stage teams can generate foundational revenue.

Sales

Start Up on the Right Foot — Build a Customer Advisory Board

Sales leader Peter Kazanjy on creating a group that will ensure you're building a product your customers want, need and will buy.

Sales

This Sales Plan Moves the Needle on Every Success Metric

Derek Draper builds high-performance sales teams. His secret: a documented, bulletproof plan broken into stages and actions.

Sales

The Most Surefire Way I’ve Found to Win Enterprise Deals

General Assembly's Anand Chopra-McGowan shares the tactics that helped GA tighten its sales cycle to win big enterprise clients.

Sales

The Three Frameworks You Need to Kick-start Sales

TalentIQ VP of Sales Whitney Sales offers three indispensable exercises for startups seeking to build their early sales function and tally their first deals.

Sales

Here are the Scripts for Sales Success — Emails, Calls and Demos That Close Deals

Seldom do you see sales advice that's so specific, down to the actual language you should use to get customers to say yes. Here, sales expert Peter Kazanjy shares exactly what's worked for him.

Sales

The Company-Changing Magic of Sales Operations Done Right

Don Otvos is one of the sharpest minds in tech sales today. Here, he talks about building and incentivizing your team to send revenue up and to the right.