My past few posts have been about scaling your sales organization with your initial key hires. The first two posts were focused on identifying the skills and experience you need depending on your company, your industry, and your customers’ organizations and industry dynamics.

Karen Roter Davis in Karen’s blog

Jul 15, 2015

Sales for Scale (Part 2)

Last week I wrote about things to consider when hiring your first experienced salesperson for your organization. The reviews are in, and people said they really liked it and found it useful. So for those of you who dropped off early because you were interested — but not that…

Karen Roter Davis in Karen’s blog

Jul 9, 2015

Sales for Scale (Part 1)

A friend of mine runs a 10-person company, in which the employees are, by design, predominantly product focused. To date, although he didn’t have a lot prior experience, he’s done all of the sales himself, with most of his leads coming through word of mouth and repeat business. That’s…

Karen Roter Davis in Karen’s blog

Mar 3, 2015

The Role of a Lifetime — 7 Tips to Make Every Sales Meeting a Good Show

As a former theater nerd and lifelong fan, it’s occurred to me that a lot of what I learned when performing and public speaking directly translates into the partnership process. And since theater folks can…