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The Ultimate Start-Up Guide by Carol Broadbent, Tom Hogan

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18

Sales 202 (Later Stage)

SALES VP

SMART SALES PEOPLE ADMIT THEIR MISTAKES AND LEARN FROM THEM.

CROWDED OCEAN

SMARTER SALES PEOPLE BLAME THOSE MISTAKES ON MARKETING.

YOU KNOW THOSE 2D MAPS in the mall that say “You Are Here”? Well, in your company’s arc/roadmap, you just hit your single biggest milestone: “You Are Launched.” There’s no going back. You’re out there for all audiences—potential customers, competitors, employee candidates, new investors, industry analysts, your family—to see. Whether your singular focus is growing sales or recruiting talent (employees, partners, new investors) as well as growing revenue, it’s game on.

However, a slight change in perspective and vocabulary is now required. When we refer to “sales” in this chapter, ...

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