Overview

There has never been a better time to launch a start-up. But it's not enough to just have an idea, passion, drive, ambition, or guts. You need people to pay you - and in order to do that you need sales. Sales for a start-up is a very different process than at an established company with an established product. Often entrepreneurs have never been sales people and therefore don't know how to run the sales process, and many sales people don't know how to be effective in sales without an established process. Too many start-ups fail despite having a great product that people want. They fail because the sales staff and the entrepreneurs can't make it happen - and often that is just a basic failure in thinking about startup sales the right way.This book explores all the aspects of launching and growing sales in a start-up with practical real-life stories from an expert who has lived it many times over. Salespeople and entrepreneurs will find that by following and reflecting on the advice within these pages, that they will more easily find success in sales.

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9780615960326

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Mark LaRosa has been selling for start-ups for over 20 years - both in the start-ups he has founded and also in many start-ups he has helped throughout his career. In fact, all of his selling has been in the start-up and growth stages of the company, and he has succeeded in every position he has taken. Mark writes the popular blog QuotaCrush, is currently running his latest start-up FunnelFire, and is a sought out expert on sales and entrepreneurship. Mark puts on Sales 101 workshops at accelerators across the US and his blog posts are re-posted, re-tweeted, and quoted often. Internationally, Mark has served on panels on sales and entrepreneurship including diverse regions like Australia, Jordan, China and across Europe. Mark has experienced sales for start-ups from every angle (entrepreneur, sales person, sales manager, and investor) and it is this unique perspective that makes the insights within this book so powerful.

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