Today’s tale: Specialise your Sales Roles as you Grow but keep them in the Right Territory — by Tim Frankcom and Stephen Allott, Venture Partner, Seedcamp, Sales Tales The Netcool story started with 8 sales reps. Over the next 6 years the global sales team grew to 120 reps in 20 countries. Named account territories were used to win market share in targeted industries. “Dominate to accumulate”…

Today’s tale: how SQL Compare and Netcool/OMNIbus made it in New York — by Stephen Allott, Venture Partner, Seedcamp, Sales Tales Want to conquer the US market from Europe? Hear the winners’ stories. The Redgate story: is of one world one product: on the internet no-one knows you’re a Brit. The Netcool story is of a global product which needed to be sold to become the winner The Craneware story: is a love story of…

Today’s tale: Sales Rep Ramp Time is the Scale up Metric to Manage when you Build a 200 Quota Carrier Global Sales Team — Tim Frankcom was talking to Stephen Allott, Venture Partner, Seedcamp Sales Tales We first met in 2007 at Yahoo. In 2010 Tim then joined Criteo’s London office and built a global team from zero to in excess of 500 (including ~200 quota carrying sales people) by 2017. “Rep ramp time”…

Every dog has its day. How about a lion rampant and a unicorn? — Is Britain now failing and failing faster? There has been a lot of talk on this subject so I looked for evidence. This is what I found in the Fragile States Index (“FSI”). The higher FSI number the more fragile you are. The lower the number the stronger you are…

Today’s Tale: once you have Agreed your First Sale then Pricing is all about the Journey to Reaching your Business Objectives — by Stephen Allott, Venture Partner, Seedcamp Sales Tales. Thanks to Omar Pera and Jens Munch. Today’s Sales Tale (episode 16 in the Sales Tales series) gives you just one point to take away and it’s a point I haven’t seen much mentioned elsewhere. The point is that you can change…

Today’s tale: follow your customer’s purchasing process step by step — by Stephen Allott, Venture Partner, Seedcamp Sales Tales with grateful acknowledgement to Wayne Barker Need to close that order and win the PO? Today’s Sales Tale explains how to extract purchase orders fast and efficiently by mapping your sales process, tools and materials to each step of the customer purchase…

Today’s Tale: how to close an order without making it a legal trial by Stephen Allott, Venture Partner, Seedcamp Sales Tales Are you spending precious time on negotiating customer contract terms? This can be more of a trial than getting the purchase decision itself. …

Today’s tale: ten tips to make the most of your weekly sales meeting — by Stephen Allott, Venture Partner, Seedcamp Sales Tales With thanks to my friends and colleagues Amy Chalfen, Wayne Barker, Ben Miller, Simon Johnson and Jason Ku Of the 20 sales coaching meetings I have had with portfolio companies in the last 10 business days, over half have been about finding…

Today’s tale: play like a pro and it won’t be deja vu all over again — by Stephen Allott, Venture Partner, Seedcamp Sales Tales The Covid crisis may have helped your software business along. You may be one of the lucky ones. Digital transformation, technology, healthcare and pharmaceuticals are all getting a boost. But, on the other hand, Covid may have hurt you. Many software markets…