Crunched Blog

Yelp was recently ranked one of the top 26 startups to sell for, so we thought we would sit down with their fearless leader and Director of Sales Kayti Sullivan to find out what makes Yelp’s sales team so great and find out everything you ever wanted to know about how Yelp sells. Here are… Read More

When do you hire that first VP of Sales at your Startup? Who should that person be? Are you looking for that seasoned professional that has done it all at every type of company, or is it better to find that eager fresh face ready for a bit of adventure and trailblazing? Steve Blank, “father… Read More

Topics: hiring, sales management, startup sales

According to “the father or customer development” Steve Blank the litmus test of whether you will survive as a VP Sales at a Startup boils down to three questions: 1.     If they abandon you on a desert island with a loincloth and a knife, how are you going to survive? 2.     How comfortable are you… Read More

Topics: startup sales, team building

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

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

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

LinkedIn’s Brian Frank explains how the LinkedIn sales team is structured, why they like to promote from within and how salespeople go from generating demand to closing deals. Here’s a list all episodes in the series: Part 1: How does LinkedIn make money? Part 2: What’s the sales cycle like at LinkedIn? Part 3: What’s… Read More

Topics: sales management, sales training

Brian Frank, Senior Director of Global Sales Operations at LinkedIn, explains how the sales training program distinguishes the organization and how much training is too much. Watch the video or read the transcript below to get a complete show and tell. Here’s a list all episodes in the series: Part 1: How does LinkedIn make… Read More

Topics: sales management, sales training

LinkedIn’s Senior Director of Global Sales Operations Brian Frank explains the difference in sales cycle between the inside and outside sales teams and how many calls it takes to close a deal. Here’s a list all episodes in the series: Part 1: How does LinkedIn make money? Part 2: What’s the sales cycle like at… Read More

Topics: sales process