Q: How do I know if the Sales person knows the right people in an account?
This goes back to my earlier point about product market fit and the management team’s knowledge of the account base. Rather than giving a sales person simply a territory to go figure things out and then blindly doing sales cadence calls, it’s important the startup do the upfront thinking.
They should hire the professionals to do the market research that would lead to a list of accounts, prospect lists and the problems they’d solve for the prospects. This information along with relevant campaign collateral can lead to far better quality targeted prospecting versus many other more expensive means.
I worked my way through college, paid for my tuitions. I ran a successful startup in Mumbai, India for 5-years. I immigrated to the US in 1996, started as a programmer, got super bored yet got promoted several times. I moved in the field to learn how my clients use stuff my engineers built, and I've never looked back. The blog chronicles my experiences and learnings over the years.