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How to find that right "lone wolf" sales executive for growth?

It seems for any company to continuously grow you need solution and sales. In companies that are self-funded where technology is covered, I presume that you would need 1 lone wolf sales executive who can evangelize the message and help increase the sale and build healthy pipeline. Question is how do you get this right sales executive who is willing to work for equity and potential, most importantly how do you figure out he/she is really the right person with right skills?

11 Replies

Yaniv Sneor
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Yaniv Sneor Entrepreneur
Founder, Mid Atlantic Bio Angels; President, Blue Cactus Consulting, Trustee, ILSE
When all that is offered is "equity and potential", that salesperson is called "CEO".
Rob Gropper
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Rob Gropper Entrepreneur
Director at PetHero, SPC - Member at Eastside Incubator - Principal at Tuxedo Technologies Group
although this question (and the mirror to this question - "how do i find a technical cofounder and how do i know they have the right skills") drives me nuts, it is the kernel of both FD and CoFoundersLab and the answer is not all that simple. CFL does a pretty good job of putting together live events to mix 'biz' and 'tech' people so that's one place to start, assuming they hold events in your area. This question gets asked a lot on FD so sift through other threads on this. If you are willing to answer some questions then perhaps this will end up as the 'definitive thread' on this subject. Considering that your post is 'anonymous' there must be some trepidation surrounding your question. I will say that one does not "find" a qualified 'sales executive' any more than one 'finds' a customer. Finding a partner to help you grow your business is a sales process. It is not an algorithm to be codified, although it can be systematized a lot more than has been done thus far. If you want to sell something you must first solve a pain for a market that you can define and reach - "what is the pain" and "who has it" (ideal prospect). If you can answer these 2 questions (i feel like Yoda here) then we can get somewhere. Otherwise, not so much.
Leslie Robert Wolfe
0
1
Leslie Robert Wolfe Entrepreneur
Founder - ThunderAccessNews.com ... Commissioner, Chamber Of Commerce Network
Let's assume you have some potential prospects. The question is, who's the right person. The only thing I can suggest is an "apprentice" style trial-period to see whether or not the person can produce and fits your culture. So many times a person seems qualified, then after watching them in action, such is not the case ...
Zubair Ansari
0
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Zubair Ansari Entrepreneur
Founder and CTO, CionSystems Inc.
I am new to this forum. I posted this message since I am new i didn't pay attention to anonymous part. what is the pain" (security) and "who has it" (ideal prospect) (mid to large enterprises in any vertical). hence we continued to build and are on 3-4th version of the solution. My intention was to find other people experiences. If anyone has tried this approach and share their experience (good, bad, ugly). I think the challenge could be different for funded company vs self-funded company, thoughts?
Zubair Ansari
0
0
Zubair Ansari Entrepreneur
Founder and CTO, CionSystems Inc.
I am new to this forum. I posted this message since I am new i didn't pay attention to anonymous part.what is the pain" (security) and "who has it" (ideal prospect) (mid to large enterprises in any vertical).hence we continued to build and are on 3-4th version of the solution. My intention was to find other people experiences. If anyone has tried this approach and share their experience (good, bad, ugly). I think the challenge could be different for funded company vs self-funded company, thoughts?
Rod Abbamonte
0
0
Rod Abbamonte Advisor
Co Founder at STARTREK / @startupHunter / @startupWay / @CoFounderFound / @GOcapital / @startupClub / @lastminute
Lone wolf is better then pack of wolfs for grow?
Rob Gropper
0
0
Rob Gropper Entrepreneur
Director at PetHero, SPC - Member at Eastside Incubator - Principal at Tuxedo Technologies Group
Zubair, while understanding the market you are going after is helpful, the questions i asked relate to the sales person you are trying to hire. What pain(s) do they have that you can relieve (solve) and who do you think has this pain (who is your ideal prospect)?
Jeffrey Pearl
0
0
Jeffrey Pearl Entrepreneur
Entrepreneur, CEO and Sales Leader
You need someone with connections and a proven track record. The dilemma is, when starting up, cash is tight and these types are expensive. I have a group of Sales Execs that have done well and are now "consulting/selling" let me know if I can help.

I joined tis group to assist in these kinds of situations.
Zubair Ansari
1
0
Zubair Ansari Entrepreneur
Founder and CTO, CionSystems Inc.
Jeffrey, Please send me your contact. I wish to talk further
Jeffrey Pearl
0
0
Jeffrey Pearl Entrepreneur
Entrepreneur, CEO and Sales Leader
Zubair, this system will not let me send you my email address. I sent you a request via linked in

my website is www.otgconsulting.net

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