E934: Scaling Your Startup, “Staying Lean”: Creating low-burn culture, raising for runway, optimizing with hacks, firing fast & what to do when it hits the fan with Jason Calacanis, LAUNCH Managing Director Jason Demant & LAUNCH President Samantha August — E6 of 10-ep miniseries

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Episode Six: Scaling Your Startup, “Staying Lean”: Jason Calacanis, LAUNCH Managing Director Jason Demant & LAUNCH President Samantha August go through creating a low-burn culture, raising for runway, optimizing with hacks, firing fast & what to do when it hits the fan

Show notes:

0:33 – Jason introduces LAUNCH Managing Director, Jacqui Deegan, and LAUNCH President, Samantha August.

 

3:12 – Hire: first Evangelist, VP or Head of Sales, SDRs and Associates.

 

9:18 – Jason thanks sponsor Eight Sleep. Get the sleep you deserve and supercharge your health & productivity at eightsleep.com/twist.

 

10:58 – Compensation: mission alignment, and pros and cons of different methods.

 

20:01 – Jason thanks sponsor Zendesk. To see if you qualify for a year of Zendesk’s products for free, visit zendesk.com/twist.

 

22:05 – Sales process – Prospecting: identifying targets, outsourcing SDR work, and autonomous sales machine.

 

40:25 – Sales process – Nurturing: emailing, calling, experimenting, tracking and measuring.

 

55:25 – Sales process – Closing: budget, authority, need, timeframe, and personal motivation.

 

1:00:47 – Upselling: separate sales and client success, identify gaps in the product, double-down on whales, and create recurring revenue.

 

1:05:52 – Sales tools: identifying needs and goals.

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