Today I’m chatting with Kristen Habacht. Kristen is one of the most successful salespeople I’ve ever met. From joining the sales team at Fog Creek, to basically building the sales department from scratch at Trello, and now killing it in her current role as global head of EDR sales at Atlassian - Kirsten has seen and been successful at every stage of sales in a company’s lifecycle.
In this episode, Kristen shares her advice on what founders *need* to know about a broad range of sales topics. Including enterprise sales tips, how and when to hire your first sales reps, and the positives (and negatives) of a freemium plan.
You can find Kristen on Twitter or LinkedIn.
And don't forget - the Sales for Founders course opens for enrollment on the 10th of December!
If you’re interested in checking it out, don’t wait 'til then - sign up for the earlybird waitlist at salesforfounders.com today, and on the 3rd of December I’ll be sending out the only discounts I’ll ever give on the course - and spending an hour video chatting and answering your questions about the course, and sales or growth more generally!
This week I'm releasing a test episode for a new, shorter format of episodes - office hours.
For this test episode, I'm talking to Pat Walls, founder of StarterStory.com, about his new project, Pigeon.
If all goes well, I'll record and publish regular office hours episodes each Friday (alongside the normal expert interviews). We'll follow 3-4 founders who are facing the same challenges as you, growing their businesses from $0-$10k in MRR. I'll check in with each founder once a month, to hear how their business is growing and help them solve their biggest sales and growth challenges.
If you'd like to be one of those 3-4 founders, head over to SalesForFounders.com and get your email on the earlybird waitlist. Invites go out on Wednesday the 20th of November, 2019.
I'd love to hear your feedback on the episode (sorry for the sound quality) and what can be improved via email, or hit me up on Twitter.
You can also find Pat on Twitter @thepatwalls.
Thanks for listening!
This week, your host Louis Nicholls sits down with Andrew Askins.
Andrew is the cofounder and CEO of Krit - a technical agency that helps non-technical founders turn ideas into functioning products.
In a new format for the show, Andrew will walk us through his sales journey - from a failed startup attempt to a successful digital agency doing over $50k in monthly revenue.
If you’ve ever considered consulting, freelancing or even setting up your own agency, this episode is packed with great advice. We talk about cold emails, productising client qualification, and how the sales process has changed over time - from outbound to a more reliable, inbound approach.
You can find Andrew on Twitter, and don't forget to check out the Krit blog for some super useful insights into early stage product development.
This week, your host Louis Nicholls is joined by James Urie. And this episode is a bit different, because James isn’t a founder - he’s actually a full time salesperson.
But what made me even more excited for this episode is that James isn’t just any salesperson, he does sales at a SaaS company called Close, where he actually sells sales software to other sales teams!
So we’re going to get amazing insights into how a professional thinks about doing sales, advice on how and when to set up your CRM, and some awesome tips on using text messages to increase conversions.
You can find James on LinkedIn, shoot him an email at firstname.lastname@example.org , and check out the awesome Close blog for tons of sales advice.
And don't forget - the new Sales for Founders course launches in just a few weeks!
So if you're thinking about learning enough sales to get from 0 to $10k in MRR, make sure to get your name on the waitlist for an earlybird discount...
In this episode of the Sales for Founders podcast, your host Louis Nicholls talks to Nat Eliason.
Nat is the founder of Growth Machine and cofounder of Cup & Leaf tea.
He's also an expert on search-focussed content marketing. So we take a break from talking about outbound sales, and focus on what early-stage founders need to know about SEO-related content marketing instead.
Covering listener questions and topics like...
- When to make your first sales hire
- How SEO and creating content can help you find a product idea to work on
- What to do if you aren't a great copywriter
- ... and much more!
You can find Nat at NatEliason.com or on Twitter at @NatEliason.
In this episode, your host Louis Nicholls sits down with multiple-time founder, YCombinator alumnus and author of 'The Mom Test' - Rob Fitzpatrick.
Rob's book is hands down the best resource on how to do customer discovery. It's full of actionable advice on how to talk to customers and learn if your business is a good idea - even when everyone is lying to you.
It's also compulsory reading for S4F course participants, and everyone who takes the course gets a copy included.
In our chat, Rob explains...
how to talk to customers and come up with a viable product idea
how to close your first sale
how to get people to talk to you in the first place
... and much more, including listener questions.
You can find Rob at RobFitz.com and get the book here.
We kick season 2 of the Sales for Founders podcast off with a bang!
Your host, Louis Nicholls, sits down with expert conversion copywriter and email geek Laura Lopuch to talk all things cold emails.
We go deep on...
How to write emails that get a response
How to write cold emails when you don't have a product to sell yet
How to avoid the most common cold email mistakes founders make
Laura also has an exclusive 10% discount on her training and coaching offerings for S4F listeners - you can get that (and find out more about Laura) by using code "S4F" at lauralopuch.com
This week, Louis interviews serial founder Jeremy Thiessen.
Jeremy has a golden rule for entrepreneurship after some bad luck with his first startup... Don't build anything until you've sold it first!
In fact, Jeremy has grown his latest company, Rogue Technologies, to over $150k in revenue in under a year. And it *still* doesn't have a landing page!
Listen in to hear Jeremy's thoughts on...
why you should sell before building
why a 10minute landing page isn't what it seems
why his first startup failed
and much more!
If you want to get in touch with Jeremy or find out more about Rogue Technologies, you can reach him at email@example.com --> he made an email address specially for the show!
This week we shake things up on the podcast!
Instead of an interview, we spontaneously recorded one of the office hours sessions with a founder who is currently taking the Sales for Founders course.
Listen along as Gabriel Perez, founder of Peerfeedback.io, walks Louis through his current challenges and progress.
We touch on some great cold email strategies, how to make the most out of Gabriel's first conference, and do a deep dive on the first draft of Gabriel's case study.
You can find Gabriel online at Peerfeedback.io - and early bird enrollment for the Sales for Founders course is opening up again soon, so get yourself on the waitlist now to secure your earlybird discount!
This week, Louis interviews friend of the show Manuel Frigerio, founder of ReferralHero.
Manuel bootstrapped ReferralHero, a referral marketing platform, to about $20k MRR. And on the show he shares...
- How he found his first customers for ReferralHero
- Whether your business should even bother setting up a referral program
- And, if so, how to do it well...
You can find Manuel on Twitter at @mnlfrgr and check out the excellent knowledge base over at ReferralHero.com/Academy.
Finally, if you want to give ReferralHero a try, don't forget that you get 20% off the first 3 months with coupon code "s4f"!
This week, your host Louis Nicholls interviews Corey Haines, head of growth at Baremetrics.
Corey switches between sales and marketing every day. So he's learned some super useful lessons about how to take the best of sales and grow your business by doing things that don't scale.
Today, Corey shares his top 4 actionable tips.
You can find Corey at @coreyhainesco on Twitter, and Baremetrics.com.
For a list of the best demo/sales questions you aren't asking (but should be), head on over to www.salesforfounders.com/questions
This week we've delivered a special bonus episode with a slightly different focus than normal.
Inspired by Justin Jackson's article on 'the myth of the niche market', your host Louis Nicholls has a conversation about the pros and cons of targeting a niche market, with accomplished bootstrapped founder and investor Tyler Tringas.
Tyler previously founded and bootstrapped Storemapper.co to $50k+ MRR, before starting Earnest Capital - a fund dedicated to investing in bootstrapped startups with a win-win, founder-friendly focus and great founder-alignment.
You can find Tyler on Twitter at @tylertringas and Justin Jackson's article that inspired the episode is over at https://justinjackson.ca/niche
We'll be back to regular, sales-based interviews from next Tuesday!
This week, your host Louis Nicholls interviews Stephanie Hurlburt, cofounder of Binomial.info.
We go in depth on learning sales as a technical founder, winning large B2B contracts and much, much more!
You can find Stephanie at stephaniehurlburt.com or on Twitter at twitter.com/sehurlburt
The article Stephanie mentions by Jason Fried is here: m.signalvnoise.com/dont-let-anyone-overpay-you/
PS: The next Sales For Founders course closes THIS SUNDAY! If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!
This week, your host Louis Nicholls interviews Dani Mancini.
Dani is an expert copywriter and the solo founder of Scribly.io - a productised copywriting service which she grew from nothing to tens of thousands of dollars revenue in just a few months.
There’s a load of great, actionable advice in today’s interview.
We talk about finding your first customers
About how to deal with burnout and the stress of being a founder
And you’ll get some awesome copywriting tips to improve your emails and landing pages
You can find Dani on Twitter @dani_scribly and check out her blog on copywriting.
Finally, don't forget you get an exclusive 25% discount off all copywriting services as an S4F listener... just mention the Sales For Founders podcast when you get in touch with the Scribly.io team.
PS: The next Sales For Founders course opens soon. If you're fed up of not running your own profitable business, head over to SalesForFounders.com and sign up to get your exclusive earlybird discount and spot on the waitlist NOW!
This week I interview Mark Fershteyn, founder of Recapped.io .
Mark has years of sales experience are recently founded his own SaaS company - helping B2B sales teams close more deals faster, with better follow-ups.
We go into detail on mistakes you'll make on your first sales calls, how to handle customer objections, and much, much more.
You can find Mark on Twitter at @markfersh and don't forget to check out Recapped.io to boost your sales game - SalesForFounders listeners get an exclusive 15% lifetime discount with the code SALESFORFOUNDERS
Lynne Tye, founder of KeyValues.com shares how she learned sales on the job - and grew her project into a profitable 6-figure business helping developers find engineering teams that share their values.
You can find Lynne on Twitter (@lynnetye) or search for her recent episode of the Indie Hackers podcast, where she talks more about the non-sales side of Key:Values.