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[By Mark Kosoglow , former VP for Sales and the first employee.] Today Outreach has a valuation of $4.4 Billion. March 2016. Outreach hit $3M in ARR. 3 competitors hot on our tail. Getting to $10M so we could raise a Series A was becoming nerve wracking as our runway was shrinking fast. What'd we do? 1. We picked a competitor to pick on - We targeted ToutApp, Inc. (Acquired by Marketo, Inc.) . Their Read more
The 7 Laws of Sales Success: Violate any one of these and your toil will be in vain... 1. Sales is a lot like golf. You can make it so complicated as to be impossible or you can simply walk up and hit the ball. My advice is to walk up and hit the ball. 2. Sales is about people and problem solving. Not technology or solutions. 3. People buy 4 things and 4 things only: time, money, sex, and approval/peace of mind. If y Read more
A little background on the author, Chet Holmes. He worked for Charlie Munger, Warren Buffett's billionaire business partner. Berkshire Hathaway's portfolio companies were the test lab for many of the techniques. Chet doubled revenues for one of their businesses three years in a row, eliciting the following response from Charlie: "Chet, are you sure we are not lying, cheating or stealing? In all my years in business, Read more
