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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.

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.

Social Trends Podcast: A Vision For A Business Operating System


She recently shared Zoho’s vision for a business operating system, no less. Listen to to the show here: Social Trends Podcast : A Vision For a Business Operation System. Meera : This mainly comes from our vision around building a business operating system.

How Great, Operationally-Focused CFO’s Can Transform Your Business

Both Sides of the Table

One area I’ve had much discussion with the companies in which I’ve invested in is bringing on board an operationally focused CFO. It freed up Ophir to grow out our sales organization, to work more closely with agencies, to innovate on product and to raise capital. The last thing you want the CEO (or heads of sales, marketing, product) doing is sinking 3 days every month into preparing board packs.

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.

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.).

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

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 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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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

What Has Changed in Sales? The Sales Manager

Fresh Inc.: The Staff Blog

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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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

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.

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.

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

Fresh Inc.: The Staff Blog

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.

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.

The Case for Ending Sales Commissions

Fresh Inc.: The Staff Blog

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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Closing a Sale: 7 Mistakes to Avoid

Fresh Inc.: The Staff Blog

In a previous post, I explained how to close a sale. Believing that sales materials can close business. The ABC rule (Always Be Closing) is horrible sales advice. In most cases, the real decision-maker is the operational manager who is chartered to make money or reduce expense.

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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 […].

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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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.

3 Ways to Get the Most Out of Your B2B Sales Team

Fresh Inc.: The Staff Blog

Your B2B sales team is the heart of your operation. It has to function at its very best in order to maximize your revenue

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.

Want to Close More Sales? Stop Selling

Fresh Inc.: The Staff Blog

Make your customer service reps your sales team, give information away for free, and other counterintuitive sales advice. You know my first response: Without sales I don''t have a business. Does our sales team need training?" but what do I do with my sales team?

5 Power Questions for Your Sales Team

Fresh Inc.: The Staff Blog

Your interactions with your sales team have an obvious impact on business--and the questions you ask can enhance or degrade your company's performance. As a bonus, you'll enrich morale by showing your sales team you understand their key concerns. Smart questions bring in good answers.

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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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Want More Sales? See 'American Hustle'

Fresh Inc.: The Staff Blog

Although they don''t use the jargon you''ve probably heard in a sales seminar, they employ one smart technique after another to close the deals. With that in mind, I asked a group of entrepreneurs and salespeople for their best sales advice and found almost all of it portrayed in the movie.

6 Tips For Using Social Media to Boost Sales

Fresh Inc.: The Staff Blog

Whether you''re a sales manager or sales rep, chances are you''ve heard of social selling. But while the definition might be straightforward, understanding how to effectively use social media to generate leads and make sales is a much more crafted, considered process.

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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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.

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.

4 Things Every Entrepreneur Should Know About Sales

Fresh Inc.: The Staff Blog

The truth about sales compensation, customer complaints, and other sales basics When you run a company--especially a start-up--it can be a 24-hour job. But no matter how busy you are, there''s one crucial part of your operation you should never ignore: sales.

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!”

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?

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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5 Big Don'ts for Your Sales Team

Fresh Inc.: The Staff Blog

Is your sales team firing on all cylinders? It's easy to spend whole days and weeks tied up in the urgent matters of day-to-day operations. Let's focus on your sales team. Don't Drown Them in Paperwork Any form your reps fill out should lead directly to a sale.

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3 Questions You Must Ask to Build a Great Sales Team

Fresh Inc.: The Staff Blog

Tired of doing all the sales yourself? Sales Guru Jack Daly gives you the secrets to building a killer sales team. You can''t have a successful company without steadily growing sales. Sales management demands effort and intentionality.