Thank you to Pablo Fernandez of Flexpoint Tech for creating these notes. To contribute to the TWiST PodNotes archive email us.

Top Insights

Hire the sales people appropriate for the size/stage/founding of your startup.
Some founders should be good at sales.
Sales people take part of their compensation as commissions. Asking for high base low commission is a red flag. Typical break down: 50/50.
Create a sales machine, a sales process, from leads to closing.
Outsource lead generation.
Use templated sequences: automate as much as you can.
Experiment: test and track what works for you.
Use the BANT framework for closing.
Upselling and renewing is easier than selling. Have a different team take care of that.
Lean on the best tools that match your goals, team and budget.

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