Crunched Blog

We spoke to Steve Blank, serial entrepreneur, veteran of Silicon Valley and author of Four Steps to the Epiphany, talks to us about Customer Development. He also shares his insight on why some startups fail and what exactly is “The Death Spiral”. Look for more of this interview in more posts to come! ——————————————————– Transcript:… Read More

Topics: customer development, sales management, startup sales

A startup’s success relies on a number of things, like product, timing and the team, but it is your company culture that makes your company unique. And with all the recent chatter about Google, there was one quote from Larry Page with the NY Times that struck a chord: “One of the primary goals I… Read More

Topics: startup sales

The philosopher William James said: “The deepest principle in human nature is the craving to be appreciated.”  John Dewey (another philosopher) called it “the desire to be important.”   You can tap into this wisdom to motivate your salespeople, or anyone for that matter, simply by giving them a little recognition and encouragement and making them… Read More

Topics: sales management, team building

Topics: sales training

Figuring out the right sales process isn’t easy for any company. How do you prioritize leads? What is the right time of day to make those calls? How many times does a rep reach out and call a customer? There are so many factors to consider.  Trulia’s Steve Rossi shares what they have learned about… Read More

Topics: sales enablement, sales process

After hiring, training, mentoring and coaching dozens upon dozens of salespeople and firing a few, here is my current list of 10 characteristics that make for rock star salespeople: Self-Starter – you need people that are resourceful and can figure things out as they go along without lots of handholding. Persistence – sales, like marketing,… Read More

Topics: team building

We sat down with Steve Rossi to dig in to just how Trulia scores and processes all of the sales leads they generate. He shares with us the challenges of defining a lead process for an inside sales organization, and how collaboration between sales and marketing has been a big win for them. If you… Read More

Topics: lead generation, sales enablement

We sat down with Steve Rossi from Trulia to hear him explain how he generates leads for his company’s inside sales team. He also shared information about which sales automation tools work for them. If you would like to get advanced invites and email alerts when we post these and future events subscribe to email… Read More

Topics: lead generation, sales enablement

Ever wonder if you should you be at a Start-up or Big Company? Hear Greg Coleman, President & CRO of The Huffington Post, Mark Roberge, VP Sales at HubSpot and Andrew Quinn, Head of Sales Training at HubSpot discuss their opinions on this topic. If you would like to get advanced invites and email alerts… Read More

Topics: sales management, startup sales, team building

Sales gurus from HubSpot and The Huffington Post share their secrets to how to get the right comp plan at the right time to motivate your sales force and grow your company. If you would like to get advanced invites and email alerts when we post these and future events subscribe to email updates &… Read More

Topics: compensation, sales management, team building