If I knew then what I know now…

Kaarina Kvaavik • 27 February 2024

Would things have been different?

Definitely, and it would have been different faster. And, in a startup world, faster is key.

In startups, you need to move fast, change fast, make decisions fast, fail fast, get back in the saddle fast… You get my drift.

In startup sales, it’s also all about fast – Close fast, change pricing models fast, get leads fast, hire great salespeople fast, and double revenue fast.

The startup world is often going at breakneck speed. If you don’t want to risk breaking your neck, here are some tips to consider:

Learn from others’ experiences – find other founders/CXOs that you can talk to, preferably in companies that are a few steps ahead of you.
Expect and prepare cycles of Fail – Assess - Sharpen - Test = FAST until success.
Don’t put all eggs in one basket and mitigate your risks.

Running a startup is also about risk assessment: What your product or services look like, calculating your TAM (Total Addressable Market), your percentage of said market, when and who to hire (and sometimes fire), GTM strategy, vertical or cross-vertical sales focus, etc. The list is long. Not endless, but long.

Don’t have only one product or one service. Create variations of it. Price them differently. Have different targets.

Learn from your mistakes quickly. Don’t brood over them and fall into a pit of despair. Brush it off; try another angle. Hire very carefully and fire quickly if it doesn’t work. There are no long grace periods in startups. It’s a tough world, and it’s not for everyone.

Then, FOCUS. Focus intensely. You can’t be everything to everyone. Find your targets and use laser focus to land new customers. Don’t run after every deal. Some deals are not a good fit. Be prepared to walk away if you bump into one of those. It will serve you well.

Find a sector or a niche that you can either own or be a major player in. Use the FAST process and gain traction in that sector. Celebrate your wins and learn from your losses. It’s a new day tomorrow!

Newer Post >

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by Kaarina Kvaavik • 28 May 2024

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Starting Your Business

by Kaarina Kvaavik • 27 February 2024

Launching a startup is an exhilarating journey, and building an effective sales team is a crucial aspect that can significantly impact your company's success. As a founder or CEO, your role in shaping the sales team is pivotal. Here are five key considerations to focus on: 1. Define Clear Objectives: Before assembling your sales team, it's essential to define clear and realistic objectives. Understand your target market, set achievable sales targets, and establish key performance indicators (KPIs) to measure success. Communicate these objectives transparently to your sales team to align their efforts with the overall goals of the company. 2. Hire the Right Talent: The success of your sales team begins with hiring the right talent. One crucial thing that I have learned when hiring is to put your ego on the shelf and hire people who are better than you. Look for individuals who not only possess strong sales skills but also align with your startup's culture and values. A blend of experience and enthusiasm can be a powerful combination. Consider the diversity of skills within your team to ensure adaptability in different sales scenarios. I’m writing a full blog post about what to look for when hiring in sales in a startup. 3. Invest in Training, Development, and tools: Building a sales team doesn't end with recruitment; ongoing training and development are vital. Equip your team with the knowledge of your product or service, industry trends, and effective sales techniques. Regularly assess and refine training programs to keep your sales force ahead in a competitive market. This investment will pay off as your team becomes more skilled and adaptable. And tools. Don’t forget about tools and sales enablement such as CRM, sales automation, data insights and analytics, etc. 4. Establish a Competitive yet Supportive Culture: Foster a supportive and collaborative culture within your sales team. Competition is great, and backstabbing is forbidden. Encourage open communication, idea sharing, and mutual support. A positive work environment enhances motivation and productivity. Recognize and celebrate achievements to boost morale, creating a motivated team that is more likely to surpass sales targets. As we’ve heard so many times – Teamwork makes the dream work. 5. Implement Data-Driven Strategies: Leverage data to drive your sales strategies. Implement analytics tools to track and analyze sales performance, customer behavior, and market trends. Use these insights to make informed decisions, refine your sales approach, and identify areas for improvement. A data-driven approach enables you to adapt to market changes quickly and stay ahead of the competition. Remember, without data, you’re flying blind. And if you’re flying blind, you can’t use the FAST approach – Fail – Assess - Sharpen – Test – until success. It’s like sprints in a development environment.