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Entrepreneurial Selling is a contact sport. It can't be done sitting behind a computer screen. Whether you have a B2C or a B2B company, you have to sell. Topline revenue earns you the right to worry about product development, operations and finance. Without it, you have nothing.

Suggested Readings

Founders School || Entrepreneurial Selling || Sales in Context || Impact Guide (PDF).

Deutsch, Waverly & Craig Wortmann. Entrepreneurial Selling (PDF). Chicago, IL: Polsky Center for Entrepreneurship, 2011.

Stevens, Samantha & Craig Wortmann. InvoiceMe (PDF). Chicago, IL: University of Chicago Booth School of Business, 2011.

Pink, Daniel. To Sell is Human: The Surprising Truth About Moving Others. Edinburgh, Great Britain: Canongate Books, 2012.

Allen, David. Getting Things Done: The Art of Stress-free Productivity. New York: Penguin Books, 2002. Chapters 1-2.

Duhigg, Charles. The Power of Habit: Why We Do What We Do in Life and Business. New York City, NY: Random House Publishing Group, 2012. Chapters 1-3.

Koch, Jim. "Portrait of the CEO as Salesman". Inc. March 1, 2000.

Sarasvathy, Saras D. "What Makes Entrepreneurs Entrepreneurial?" (PDF) Vol., pp. 1-9, Available at SSRN.

Questions for You

Knowing a lot about your product doesn't guarantee that you have the skills and discipline to get out and sell it. In fact, that knowledge can get in your way.

What skills do you already have?

Do you know what objections you'll face and how to handle them?

Do you know the first few things you will say when you walk up to a prospect?

Do you know when and how to qualify a prospect in the first conversation?

Do you know how to handle the pricing conversation?

These are just a few of the skills (and disciplines) required for success in selling.

What skills do you lack? How can you work on these? How much time will you devote to selling on a weekly basis?

How will you balance the need to sell vs. product development, operations, finance, hiring, and doing the dishes?

Questions for Your Team

What is your role in the selling process? How can you make time for sales support? How can you make the selling efforts more efficient and effective? What can you pick up to allow others to spend time selling?

What did the team do to drive sales this week?

Do some members of the team excel at selling more than others? If so, why?

Tools and Exercises

Go out and get rejected! Here's an exercise to toughen you up: Get Rejected (PDF)

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