HBR On Leadership Why Founders Need to Focus More on Sales and Marketing
Oct 2, 2024
Mark Roberge, a senior lecturer at Harvard Business School and former SVP at HubSpot, shares invaluable insights into the often-overlooked realm of sales for startup founders. He emphasizes that every facet of entrepreneurship hinges on effective sales strategies. Roberge discusses hiring the right sales personnel, crafting strategic compensation plans, and understanding product-market fit. He also highlights the transformative impact of AI on the sales landscape, urging founders to develop relationship-driven approaches to thrive in competitive markets.
AI Snips
Chapters
Transcript
Episode notes
Understanding Buyers
- Focus on understanding your buyer by asking open-ended questions.
- Build trust and earn the right to delve into their needs and motivations.
First Sales Hire
- Avoid hiring top reps from established companies as your first sales hire.
- Prioritize candidates with product management skills alongside sales experience for early-stage ventures.
Sales Interviewing
- Use role-playing in interviews to assess sales skills and ensure alignment with your company vision.
- Provide feedback and resources for improvement between interviews.