From “Founding Sales: Sales for founders (and others) in first-time sales roles” by Pete Kazanjy founder of Atrium Sales Analytics. Follow Pete on Twitter and LinkedIn.
Consider checking out How to Use This Book and Who This Book Is For sections to start.
A Note on Production Value and Speed 2 minute read
Sales Presentations As excerpted in First Round Review and in presentation format here. 16 minute read
Outreach Materials 10 minute read
Demo Scripts 8 minute read
Video Materials 5 minute read
Other Types of Collateral 3 minute read
Ideal Customer Profile: What Does Your Prospect Look Like? 5 minute read
So Who Does Have My Pain Point? 12 minute read
Account Sourcing: Putting It into Practice 7 minute read
Point(s)-of-Contact Discovery: Who Will Be Excited about Your Solution? 8 minute read
Starting to Scale & the Criticality of Quality Sales Hiring
Articulating & Documenting Your Hiring Profile 13 minute read
Sources of Hire or How to Find Your Profile 9 minute read
Screening, Interviewing, & Closing a New Hire 21 minute read
These lessons were learned with help and input from Matt McGraw, Jason Heidema, and Adam Abeles, who helped inform TalentBin's approach to sales hiring.
Onboarding 101 11 minute read
Tools & Process Onboarding 12 minute read
Drilling, Repetition, and Shadowing 7 minute read
These lessons wouldn’t have been possible without Manny Ortega, Brad Snider, and Robert Perez who were instrumental in the evolution of TalentBin's onboarding methodology.