NYC really really wants to talk about Sales!
Startups in particular turned out in force to talk about the "four-letter-word" that so few seem to understand. Sales, revenue, inbound marketing, conversion metrics, and comp plans where the topics of discussion. This is just the tip of the iceberg, so I'm looking forward to future events!
1) Relationships are still important
As the world puts more and more emphasis on technology its easy to forget there are people behind the scenes making decisions. Especially in enterprise, the customer is more often then not, still the same.
Greg Coleman ( Huffington Post ) - "relationships matter more today than when don draper was taking people out for cocktails"
2) Sales 2.0 - Interruption based sales is DEAD
The modern sales person is expected to do a lot more. They need value like-a-consultant to convert prospects into customers, while extending their reach via the web. Hubspot makes their sale people blog as part of training!
For startup sales the talk turned to market research, and sounded a lot like understanding Customer Development....
3) Comp Plans - BE CAREFUL
This will have to be a follow-on post, but the short version was - "Money drives behavior, be careful what you ask for". Sales people will exploit your comp plan to max it out, make sure that the exploit generates money for your company!
Avoid the big sites like monster, network like hell and pay referrals, don't be afraid to use recruiters as long as you cut them off when they don't deliver.
5) Traits of Successful Sales people
- genuine curiosity about clients and solving their problems - highly organized (metrics driven) - keep the ego in check, this is about the customer
The Sales School Meetup page can be found here. Looking forward to the next chat.