Giving a demo can evoke mixed feelings. If you believe you’re good, you’ll be thrilled at the prospect of presenting your demo. If you’re insecure, it will be a sense of dread that sets in every time your eyes glimpse that 45-minute spot on your calendar. In either case, fear not. This cloud has a silver lining. Love it or hate it. Regardless, you probably suck at it. I’m not basing the above assertion...

How to answer the question “what makes you different” Well, I really care about all the clients I work with, I love what I do, All our clients get treated like family, I will mow your lawn and let you treat me like shit… Sound familiar? Everyone says the same dumb shit. Nobody actually gives concrete reasons, just subjective bullshit. The first thing you need to understand is that they are asking either one of two...

Most companies have no clue how to properly compensate. This is true even for funded startups. Worse, their sales people have absolutely no idea what types of compensation schedules even exist. Usually, everyone has a base salary (or hourly rate) and a commission structure. This is the most typical compensation and most prevalent in sales. This is unwise and ineffective. Committing a high base salary to an unproven salesperson is dangerous and...

When onboarding salespeople, the biggest mistake that startups and young companies make is in looking for a unicorn. What’s a unicorn? Well, for our purposes, it’s not the mythical beast. But it may as well be. Here’s why it’s a mistake. A unicorn is something I hear about often. People will say: "Ali, I want a guy or gal that's been in the industry for 20-30 years! They've got to have all the...