Law: Hire Consultative Sellers for New Categories, Standard Reps Otherwise
Michelle Law · Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them · Jul 26, 2017 · at 9:45
Michelle Law shares a framework for early sales hiring based on whether a startup operates in an established or brand-new product category.
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“If you're an existing market with a better mousetrap, you know, I probably tend to go with the sales reps. If you're in a brand new category, and you're really doing some missionary sales, that's the time when you need to start thinking out of the box, and you need someone who is more consultative sell, and who can both sell, but also be that great listener, and be sort of that guiding light for your product development team.”
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