This is part of my ongoing  Sales & Marketing Series. In the first part of this post I talked about how  sales in a startup is often evangelical , requires as consultative sale and needs constant adjustments based on customer feedback. We had 4 or 5 sales reps that had been around since the early days. MORE >>

Intuitively, we tend to see prices as a consequence of a product’s inherent worth , and marketers everywhere want to keep it that way. I’ve always been fascinated by the power of pricing, as demonstrated by stories like the jeweler who doubled her sales by trippling her prices. Guest Posts marketing pricingWith 5.99 MORE >>

When you’re setting out to hire sales people it’s important to know what type of sale you’re making. While there are many distinctions in the types of sales that companies make, one noteworthy paradigm is what I call the Pro vs. Bro sale. A “Pro” sale means selling to a professional audience in a professional way. MORE >>

Measuring sales and marketing effectiveness of SaaS companies. For companies with short implementation cycle (like e-mail marketing), then the revenue can be recognized in the same quarter and therefore the formula should be calculated with the S&M cost from the quarter N, not (N-1) for the same reason. sales and marketing. MORE >>

Of course, one sale isn’t really enough, so you need to get the first customer to recommend you to a second, and make sure rate of sales ramps up quickly enough to keep the business alive and growing. believe in pre-selling and early marketing, but make sure you don’t oversell what you can deliver. That should be you. MORE >>