Grow faster

Sales, marketing & startups

The character trait your salespeople should have but probably don’t

What makes a great salesperson? Is it their love for competition? Their empathy for a prospect? Their ability to quickly build rapport? Or, maybe it’s their organizational skills? Every salesperson and team is a bit different but there are common traits that make great salespeople. But… I’m not going to write about that because I…

The right way to build your first sales compensation plan

Building your first comp plan will be (should be?) one of the more stressful things you’ll do when launching your sales department. Why is it so stressful? Because you’re likely starting from scratch around an idea of what sales should look like with very little data to back up your assumptions. Will your reps be…

Three reasons your marketing team needs a lead quota

Confession: when I began my marketing career, I didn’t know what a “lead” was. I came from a creative background where marketing meant over-designing websites or crafting a clever tweet. That’s okay. Those things work in the early days when any net new site traffic translates into “crazy” growth (think a few visitors turning into thousands…