The 1st year of sales at import.io

Dan Murphy
Jul 24, 2015 · 12 min read

Lesson #1: Ask your founders why they started the company

Lesson #2: Understand what has changed in the customer’s world

Lesson #3: Focus on dollars, not buzz.

Lesson #4: Keep a close eye on new conversation volume (lead velocity)

Lesson #5: Ideal customer profile: Economics + Product

Source: David Skok’s blog post on Sales Complexity

Lesson #6: Don’t be afraid of an empty (honest) pipeline

Lesson #7: Learn through closing and record why (in your CRM)

Revenue is an honest metric.

Lesson #8: Be wary of Logos in the pipeline

Lesson #9: Do it first and then automate/outsource quickly — keep focused on the next mystery

Lesson #10: Optimize for iteration cycles

Lesson #11: Keep the right mindset

Frontiers

Stories from the startup journey around the world.

Dan Murphy

Written by

People Geek at @cultureamp ~ previously:@importio, @subledger, @udemy ~ likes surfing, good coffee and people ;-)

Frontiers

Frontiers

Stories from the startup journey around the world.