Clever

“The innovators segment is just 2.5% of the population. That means 2.5% of companies will even consider buying a product from a startup that is unproven with no revenue.”

“My goal when I go to a conference or when anyone from Clever goes to a conference is that we have our entire days booked up in 30 minute increments because we've done so much effort in advance of the conferences trying to line everything up, getting these meet…”

“Folks, when you are starting your company and when you are out there trying to make your startup work, you need things like commitment. You need validation. You need revenue. And guess what? A free trial doesn't get you any of those things.”

“What you'll naturally do is, ah, talk for 70% of the time on the first call, and, you know, maybe leave 30% of space for the other person. The best salespeople in the world, when I've seen them in action, It's the opposite. They're listening 70% of the time, a…”

“And they come to you and they say, hey, actually I want to buy, but only, only if you had this one other feature would I buy. It sounds so promising. You're so close. They just want one more thing. Sure, you can build that thing. It wouldn't be that hard. Unfo…”

“My other two co-founders were focused on building the product and implementing the product, and I, you know, we decided this was important enough that I decided I was gonna peel off and spend almost a hundred percent of my time selling this product, starting f…”