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The Fast Start, Slow Sale: Brandon Bruce on Business Development

Posted by Wes Schaeffer | Jul 6, 2018 7:30:29 AM

How to launch and monetize a new idea fast

Stream below or right click here to download the episode. 

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Sales Tips you'll learn in The Sales Podcast...

  • UC Santa Barbara with co-founder
  • Built some websites
  • Found a gap in the market in 2011
    • Salesforce.com
    • Gmail was growing for businesses
    • Wanted to work with Salesforce from within Gmail in one screen
  • Solo-founders can suffer from being alone
  • Co-founders can break up
  • They've been friends for 18 years so they can be open and honest with each other
    • Helps in the startup world where you have to move fast
  • Ryan is in Irvine, CA but Brandon is in Knoxville, TN
    • It was more affordable to scale being in Tennessee
  • Brandon reached out to each person he saw posting online that they wanted a better interface
    • Emailed them
    • Called them
  • They got 1,000 to sign up as beta testers and soon realized it was bigger than a free add-on
  • Got the first 500 paying customers
  • How to launch and monetize a new idea
  • Hit up friends and family for seed money
  • How to price your new software / solution
    • Special offer for beta users
    • Put a time frame on it
  • How to double your prices
  • Who to hire first
    • Brought on two sales, marketing, and customer support first before Dreamforce
    • Ryan was solo on the development side along with consultants
    • Engineers were and are hard to find and keep
  • How to hire via referrals and recommendations
  • Be easy to meet with, especially in the beginning
    • Most self-select out
  • How to originate and close an enterprise sale
  • What ads are working to grow sales today
    • Leveraging LinkedIn, Gmail, and Outlook
  • How to structure your sales team for the SMB vs enterprise sale
  • The art of the slow sale

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Topics: The Sales Podcast, Marketing Automation, Digital Marketing, Entrepreneur

Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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