In this installment from our Covid-19 expert Q&A video series, we're joined by James Ker-Reid of Sales for Startups to talk about how small businesses can turn leads into sales.
Jump straight to the answers you need...
1:22 – What are the 3 Ps? The essential pillars to building great sales operations.
6:17 – Making revenue with 4 simple steps – ‘The ACDC Approach’
21:54 - What is 'lead generation' and what is a 'warm lead'?
24:51 - Which roles within a startup should be supporting lead-generation?
26:54 - What are the effects of startup founder-led businesses focusing purely on lead generation to solve sales problems?
30:14 - As a startup, how soon should you be focusing on sales activity?
33:18 - What alternatives are there for optimising sales rather than lead generation?
45:04 – When does it make sense to pivot vs. improve your sales approach?
51:08 - What are your 5 top tips for building successful sales operations?
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