The answer to tough questions – get used to them, you are selling the new

For all you out there pumping out new ideas and living on the creative razors edge get ready for some tough questions. When you do not have a customer, when there are no case studies, when no one but your own team has played with your solution, there are many things that you are not prepared for. While you can postulate and prognosticate to your heart’s content, the best answer to the really tough one is simply I do not know. (more…)

Why do we need a mission AND a purpose statement?

When I sit down and talk with the dreamers that want to build the companies of tomorrow, often they know their mission, but rarely can they spell out their purpose. It is sitting there, but they just do not have the ease in their explanation as they can in their mission.

So what is the difference? A mission is what you are setting out to accomplish, a purpose is why. So if you want to make a better  offering and can tell people why want to be the best at what you do, try and not lose the reasons behind it. If you are starting a company to just make a lot of money you will find it quite challenging to build a brand that is respected. (more…)

Finding a voice – The value of a mantra

Startups get stuck more often than not because of dialog. We think we are on to something so new and exciting that no one is going to understand it unless we go into every bit of the details. What follows is an assault to the ear that is palatable by almost no one. We flounder to get our marketing message heard, our sales presentations delivered, and the funding we need to go on.

What we need to do is take a step back and simplify our messaging. It begins by defining what you do in a simple and clear sentence. When people ask me what I do,  I simply respond, “I make startups money.” (more…)

Welcome to the new startup blog

Yes, there is already a year or so worth of posts here, but that is because I have split my one blog into three focused blogs.

A sales training blog, http://salesblog.karlgoldfield.com, a Sales 2.0 blog, http://salesevangelist.karlgoldfield.com, and a blog focusing on selling at startups http://startups.karlgoldfield.com. (more…)

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Many of you want to get content, show announcements, and other free sales training and giveaways. The only way to get it is to join the mailing list. Sign up now and get a chance to win 40 hours of free mentorship. That is right, 1 hour of 1 on 1 counseling to help you sell more.

Check out the video interview at startupslive.tv

Awesome video chat with Dennis Lankes over at http://startupslive.tv. He has my big mug on the home page, you have to check it out. I need a better online pic, anyone know a good photographer in the bay area?

Anyways if you get there after I am off the home page, here is the deep link:

Startups no matter what your business – sales are a part of it

Book Review: Making the Number by Greg Alexander, Aaron Bartels, and Mike Drapeau

First, a definition for Sales Benchmarking from Wikipedia: A sales management process used to compare a company’s sales force against other companies or against industry performance. The purpose is to identify opportunities to improve performance and to focus the efforts of a sales organization.

This book was a tough read. It is not a story of the greatness of slaes techniques. It is a text book that educates the reader on the powerful practice of benchmarking for sales. It is not for the weak at heart or those who are not prepared for the journey. It is a science manual not a motivational tome. This review is directed at the sales leaders out their that need to gain a competitive advantage. All of the entrepreneurs and aspiring leaders in sales that read my blog should heed my advice and consider this a book you should get on the shelf. That is, after wearing the page corners with many thumb turns.

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Sales Training – A rant on priorities and aligning to necessity

Sorry to go on another rant…not really. I am sitting here listening to these house and senate Republicans and I am wondering who is really buying this steaming pile of “please”. This gang wants us to believe that they have a solution when really they are just looking at getting themselves in the good graces of their constituents by fighting the President. Now that they have failed at that, they turned to attacking the “Old House Dem’s” who allegedly authored this bill. These guys need to be taken to the back alley and put out of their misery.

See, Charlie Crist, the Governor of Florida has it right. See Crist is a Republican, and he is still backing the stimulus package, and it is apparent why. See it is apparent to EVERYONE WHO IS HURTING OR CARES ABOUT PEOPLE THAT ARE HURTING, that if we do not get some relief going, we are going to slip into a depression. Then we are all going to have to give up a lot. Forget your blackberry, forget satellite TV, most of us will be scraping for food and shelter. You know what, that sounds like a lot of fun.

Someone is advising these Republicans in the house and senate to think politically not practically. This is folly and a lack of priorities. They are convinced that being on the President’s team puts them at risk. They are wrong. Win or lose on this package, it is clear that Obama is going to be the winner here. If he succeeds, then everyone who opposed him should just retire. If he fails, those that fought him will be blamed. He is telfon don, slickwilly, and Rico Suave all wrapped into one. The people advising these politicians are fool-hearty and wrong.

Now, you may be asking, “Karl, what the f–, does this have to do with sales, you psychopathic leftie!” First of all, this is not about your politics, this is about doing what is right. That is what this has to do with sales, because good sales people always do what is right. Their top priority is serving those they want to call customers. The company may pay the bills, the sales may fuel the paycheck, but the customer is the only catalyst that can put you into a successful role.

Some things to think about:

Even in hard times a bad sale is one to walk away from. What is a bad sale?

1. Delivering product to someone who will not benefit from it.
2. Glossing over your weaknesses when you know they will afftect the customer.
3. Putting in an offering that is not the best option for a potential client.

Moving fast for the sake of doing more will not necessarily translate to more sales

1. This is for you sales leaders out there. Do not increase the metrics, increase the research. Find out who is worth calling and stop spinning your wheels.
2. Targeting is the key and it requires pateince. If you are drowning, it is time to call for a life preserver. That preserver is intelligence or a better lead cultivation plan.

The point my fellow sales people is a simple one. Do not align with what you think will score you points, just do what is right. If you think this way, you will always perservere, even in the darkest of times. Let’s see how many repubs lose their seats in 2010 for playing the game instead of doing what is right.

Sales Evangelist – Please check out the podcast I did with Mr. Sales Guy

I got a call from my buddy and colleague Jeb Blount, the Sales Guy on sales.quickanddirtytips.com.  Jeb asked me to answer a question from one of his listeneres regarding getting your first sales at a startup.

Well, here is it and I am excited to be a part of this great site.

Please tell me what you think, and anyone that adds to the discussion will get a free gift.

http://sales.quickanddirtytips.com/selling-the-startup.aspx

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Not familiar with the Union?

The Sales bloggers Union (www. salesbloggers.com), is nine of the world’s leading sales bloggers.

The Union started in June of 2008 in an effort to share ideas and improve the sales trainings and offerings of the group. Through blogging and commenting they share ideas with the sales community and work towards improving the reputation sales people have with potential buyers. The new website offers a central repository for their thoughts and an accessible place to help sales people hone their skills.

Members of the Sales Bloggers Union are:

Brad Trnavsky, Founder of Sales Management 2.0
Colin Wilson, Managing Director of First Border
Ian Brodie, Founder of Lighthouse Business Consulting
Karl Goldfield, The Startup Sales Mentor
Nesh Thompson,Sales System Developer at Symvolli
Skip Anderson, Founder of Selling to Consumers Sales Training
Tibor Shanto Principal at Renbor Sales Solutions, Inc.
Tim Rohrer, The Sales and Marketing Loudmouth
Will Fultz, Top Sales Blog “