The Secret Weapon to Scaling: Sales Operations

Seeing Both Sides

I asked her what role she was currently playing and my eyes widened when she replied, "sales operations". When the people around us looked puzzled, I realized that not everyone appreciates that sales operations is the secret weapon to scaling start ups.

3 Ways Startups Are Using AI To Improve Daily Operations


Here are three ways startups are already using AI to improve their daily operations. AI is expected to transform the customer service experience by allowing companies to optimize call center operations and deliver service customized to customer preferences. Sales.

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What Happens When Startups Turn from Their Innovation Stage to Operational Excellence?

Both Sides of the Table

Nearly every successful tech startup I’ve observed over the past 20 years has gone through a similar growth pattern: Innovate, systematize then scale operations. Sam & Rahul have worked closely together on “innovate & operate” since the earliest days of MakeSpace.

A Guide to Crafting Your LLC Operating Agreement

Up and Running

An operating agreement is the document that sets the rules for your LLC. In this article, we’ll talk about how to create your own LLC operating agreement, what you should include, and where you’ll need to keep it when you’ve made one. Should I have an operating agreement for my LLC?

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Best Buy Selects San Marcos for E-Commerce Sales Operation


Best Buy has selected San Marcos as the location for its e-commerce sales operation with plans to hire 25 employees. “We’re pleased to have reached an agreement to bring this e-commerce sales operation to the City of San Marcos and Hays County,” Best Buy spokesman Shane […] The post Best Buy Selects San Marcos for E-Commerce Sales Operation appeared first on SiliconHills.

Operating Leverage

David Lee

Probably the useful concept for me in the context of tech was the notion of “operating leverage.” A business that has high fixed costs relative to lower variable costs has high operating leverage. The beauty of a business with high operating leverage is that you get a lot of leverage from your customers or users (sorry for circular statement). If you read his shareholder letters over their 10+ year existence , operating leverage is a common theme.

Managing Enterprise Sales Deals

Mark Birch

We had one of their major clients lined up to be the first customer using our mobile sales content platform. I once knew a colleague who lost a deal because the decision maker was offended that the lead sales engineer had the audacity to wear a Mickey Mouse watch to a meeting.

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Operating Cash Ratio – The Magic Metric For Entrepreneurs

Mike Michalowicz

And by tracking it through a metric called the Operating Cash Ratio (OCR), you will have your thumb on the company’s pulse. Immediate action needs to take place to cut costs and increase cash on hand (more sales, better collections, etc.).

How An iPad POS Can Streamline Your Business Operations


Previous incarnations were clumsy, difficult to operate, not very effective and limited in both functionality and features. Technology is everywhere. In virtually every industry, tech advances have changed the way we do business.

Should you outsource your financial operations?

Version One Ventures

For most startups, core functions are product design, product development, marketing, sales, PR, and customer service. The post Should you outsource your financial operations? This week everyone has been talking about Zirtual – the on-demand virtual assistant company that collapsed on Sunday night, suddenly laying off more than 400 employees (the company now is going to be acquired by

Lowering Operational Costs with Network as a Service (NaaS)

Blogtrepreneur | Entrepreneur Blog

According to a case study presented by Kirk Rooney, a NaaS Network Sales Engineer, many small businesses that think they’re running on “business class” routers and firewalls are being duped. This is a sponsored post written by me on behalf of CBTS. All opinions are 100% mine.

5 Easy Steps to Nailing a Sale

Duct Tape Marketing

5 Easy Steps to Nailing a Sale written by Guest Post read more at Duct Tape Marketing. If you would have told me 10 years ago that I would enjoy being in sales, I would have laughed. Looking back, that thinking came from me not fully understanding what it takes to be in sales.

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Sales and Dating: Why Good Salespeople Operate Like eHarmony vs. Other Dating Sites

Inc Startups

Check out how sales and dating are nearly mirror images of each other

4 Operational Features Every Online Business Should Work To Improve Upon


Regardless of the industry a company operates in, there are certain practices and processes that need to be optimised in order to facilitate ideal business outcomes. Others business advice business operations Internet business

Sales Success Begins And Ends With Engagement


By Kurt Bilafer, Global Vice President Sales & Success at WePay. As a sales leader, my professional life is filled with quotas, metrics and dashboards. In sales there’s an expression, “coin operated salespeople.”

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6 Tips For Managing Millennial Sales Representatives


Millennials continue to enter the workplace in record numbers, a talent-rich resource for prospective sales representatives. The challenge to employers is creating structures in which these free spirits can best operate and emerge as productive members of your sales team.

The Value of Sales and Marketing Tools

Mark Birch

“Our research shows that, if done well, investing to build a carefully chosen group of marketing and sales capabilities can yield a massive return—as much as five or ten times that of an investment in hard assets such as factory equipment. However, companies rarely calculate the ROI of building marketing and sales capabilities. Too often, leadership looks at marketing and sales as an expense rather than an investment in top-line growth.”. Sales CRM sales sales tools tech

How to win the Operations vs. Finance battle: Become a trusted advisor

Active Garage

From the time the idea of a company was developed, those who control the purse strings (finance) and those who manage the income (sales, operations, and marketing) are often adversaries.

Further Thoughts on Startup Operations

Both Sides of the Table

“I need somebody to run operations.&# I never said you shouldn’t have a VP of Operations. I think people understand this title to mean more somebody who handles operational issues rather than somebody who is more like a “chief of staff&# as a COO often is.

What eCommerce Startups Need to Know About Online Sales Tax

Up and Running

Sales tax. Estimated taxes are separate from sales tax and employment taxes. Unlike estimated taxes and employment taxes, sales tax for online business does not work the same way as brick-and-mortar stores. What is sales tax? You must tax consumers at the point of sale.

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Why Live Chat is a Powerful Sales Tool

Duct Tape Marketing

Why Live Chat is a Powerful Sales Tool written by Guest Post read more at Small Business Marketing Blog from Duct Tape Marketing. Why Live Chat Improves Sales. You can initiate a sales conversation by posing a targeted sales opener. Close the sale.

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Marketing Sweat Equity: Getting Your Startup’s First Sales—Without Spending Money on Consultants and PR

Up and Running

So, if you’re anything like me, your first startup will need to be self-funded and operated with a very lean budget. The sale is only a by-product of a relationship, which I hope will mature into a long-term opportunity to meet their needs.

What Has Changed in Sales? The Sales Manager

Inc Startups

Any sales manager who’s been around the block will remember the old American Airlines commercial set in a boardroom meeting, where a manager tells his team that the business is struggling and it’s time to get out there and sell. Being a sales manager isn’t like that anymore.

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Sales Predictability Through Data, Science, and a little bit of Glengarry Glen Ross (The ABC’s of selling)…

For Entrepreneurs

Tim now heads up world wide sales and field operations at Acquia, the company behind Drupal. Building for Success SaaS Sales & Marketing Machine Startup Help The following is a guest post by Tim Bertrand. I have the pleasure of knowing Tim since the late 1990’s when we worked together at my last startup. In this post, he offers some great advice for how to get consistent […].

How to Use Social Media in Sales

Duct Tape Marketing

photo credit: BTO – Buy Tourism Online via photopin cc Many sales people don’t fully understand the power of social networks in the sales process or they relegate to some sort of digital prospecting tool at best.

Streamline Your Sales Process With These Five Proven Techniques


A lot of startups fail within the first few months due to some commonly acknowledged culprits – picking a bad time to scale, running out of operating capital, lack of a steady customer base, high customer acquisition cost, and low to nonexistent repeat business. by Lewis Robinson.

How to Get the Right Mindset for Prospecting and Sales

Duct Tape Marketing

How to Get the Right Mindset for Prospecting and Sales written by John Jantsch read more at Duct Tape Marketing. She’s also the author of Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , as well as Predictable Revenue.

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A Complete Guide to Forecasting Sales for Your Monthly Subscription Business

Up and Running

If your business is building a subscription service, creating a reliable sales forecast is a critical step to understanding how your business will grow and what the key drivers of revenue growth will be. Sales and Marketing We’re living in a subscription world.

Why Every Person in Your Company Should Have a Sales Mentality

Blogtrepreneur | Entrepreneur Blog

With sales being a key ingredient in the healthy growth of a company, it’s important that every single employee views himself, in one way or another, as a salesperson. This sales mentality needs to be created and encouraged by the leaders in the company. Understand the sales process.

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4 Ways Technology Can Improve Your Sales Productivity

YFS Magazine

Identify bottlenecks in sales operations and use technology to fix them. Grow Marketing & Sales Technology productivity sales selling tips technologyTechnology can remove redundant tasks and boost productivity.

Scaling Sales: From Craft to Machine

Seeing Both Sides

I''ve been thinking a lot lately about scaling sales. . Before this occurs, the sales process is a craft or an art - custom-made by the founder or evangelist sales VP. How do I build a repeatable, scalable sales process that is like an industrial machine - not a crafts project?

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Why Your Sales Pitch Isn’t Converting

Duct Tape Marketing

Why Your Sales Pitch Isn’t Converting written by Guest Post read more at Small Business Marketing Blog from Duct Tape Marketing Thursday is guest post day here at Duct Tape Marketing and today’s guest is Jordyn Rickard – Enjoy!

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Depth Is the Secret to Sales Success

Duct Tape Marketing

Depth Is the Secret to Sales Success written by John Jantsch read more at Small Business Marketing Blog from Duct Tape Marketing Going deep inside an organization is how you discover the best way to deliver value.

One Big Small Business Mistake: Not Giving Employees Business Cards

Up and Running

Managing a Business Operations Sales and Marketing business cards employee happiness The Business Card Scene in “American Psycho” – Copyright Lions Gate Films. I once worked for someone who wouldn’t print business cards for employees, not even on a case-by-case basis.

Started From the Bottom Now They’re Here: Why Startups Are Racing to Build Operations Teams

Hunter Walker

For me one common thread ran through the stories: importance of operations teams in these new on-demand businesses. Strong operations leads are as valuable – and scarce – as great designers, experienced mobile devs and the other fabled unicorn hires. The customer experience for these companies may start with bits but it ends with atoms, and that’s why an Operations team can make – or break – your startup. “I WANT IT NOW!”

How to Deliver Extreme Value Through a Collaborative Sales Process

Duct Tape Marketing

How to Deliver Extreme Value Through a Collaborative Sales Process written by John Jantsch read more at Small Business Marketing Blog from Duct Tape Marketing Today’s sales process must be bathed in collaboration. Introducing the Sales Hourglass. 7 Stages of the Sales Hourglass.

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Tips to Help you Think About Sales at Your Startup

Both Sides of the Table

Sales. It’s the lifeblood of any organization and yet most startups don’t have any sales DNA on their teams. It’s important enough that I dedicate a tab on my blog to startup sales & marketing. when is the right time to hire your first sales employee?

Restaurant Business: 4 Ways To Control Costs And Boost Sales

YFS Magazine

Here's a look at 4 tips to lower restaurant costs and boost sales. Grow Operations food and beverage startups food service entrepreneurs restaurant business restaurateurOpening a restaurant can be tough. Managing a restaurant efficiently limits waste.

How to Keep Operating Like a Startup No Matter How Big Your Company

Inc Startups

A sales rep can tell me, "Hey, accounts A, B, and C are doing really well." In an interview with Inc. at South by Southwest, Tripadvisor founder Steve Kaufer explains how he keeps the travel giant moving fast. Steve Kaufer, the founder of TripAdvisor , sat down with Inc.

The Case for Ending Sales Commissions

Inc Startups

The New York Times recently ran an interesting piece about companies moving their sales teams from commission to straight salary. As the article noted, “To many in the highly competitive world of sales, such a move is tantamount to blasphemy.”

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