Blog - Pivotal Sales 360

Navigating the Seas of EdTech Sales at SXSW EDU

Ted Kalomiris on March 4, 2024

Howdy folks! 🌟 It’s that time of the year again – SXSW EDU is in full swing, buzzing with innovation and groundbreaking ideas. As an EdTech founder soaking up the vibes here in Austin, Texas, I have some golden nuggets to share for all you visionary founders out there. You’ve got the idea, you’ve got the passion, and now it’s all about finding the right people and building an unstoppable team to catapult your vision into the limelight.

Crafting the Pitch: Navigating the Murky Waters 🚢

So, you’ve got this game-changing idea, but how do you articulate it effectively in the wild world of seeking investment and broadcasting your value? It’s a crucial step that separates the trailblazers from the rest. Focus on defining the problem your idea solves and how it stands out in the market. SXSW EDU is the perfect platform to refine your pitch and make it shine.

Finding the Right Evangelists: It’s All About the People 🌐

You’ve found your lane; now, it’s time to gather the right folks to spread your gospel. Developing your top-of-funnel strategy is key. My advice? De-emphasize the number of contacts your salesperson has in your vertical. It’s not just about the rolodex; it’s about finding individuals with a proven track record of success. Don’t fall into the trap of “hiring for rolodexes.” Instead, focus on hiring for passion and the ability to make your idea resonate with potential customers.

Hire for Experience, But Define the Right Kind 🎓

While hiring for experience is crucial, knowing the right kind of experience is where founders often stumble. Consider the time it takes for a known prospect to fall in love with your idea or company, not just the fact that your salesperson has a list of contacts. Emphasize a demonstrable track record of success over industry relationships alone.

The Magic Number: Activity is Key 📈

Many founders hire salespeople without a clear understanding of how to guide them in the initial stages. Define the calculated amount of activity needed to win, set benchmarks, and provide the necessary direction. Sales analytics play a crucial role in this – high-performing teams are 3.5 times more likely to use sales analytics to measure performance against goals.

Sell Through Customers: Unleash the Power of Relationships 💬

Don’t shy away from having your salespeople involved in customer relationships. Selling through customers can be a game-changer, and overlooking this opportunity might leave money and traction on the table. The power of informal, word-of-mouth conversations in customer-centric selling is undeniable.

Wrangling Success at SXSW EDU 🤠

As you navigate the bustling scene at SXSW EDU, remember: it’s not just about the idea; it’s about the people who will champion it. Craft your pitch, find the right evangelists, and build a team that executes with precision. With a little Texan flair and these tips in your holster, you’ll be riding the wave of success in the EdTech realm. Good luck out there, pioneers! 🚀

From one founder to another,

Ted

No Fear, Teachers: Artificial Intelligence is the Assistant You’ve Always Wanted

Ted Kalomiris on November 10, 2023

By Founder Ted Kalomiris

The list of concerns teachers generally have when they hear “AI in the classroom” is rather long. At the top of the list is job security. The integration of artificial intelligence (AI) in education is a revolutionary step forward that offers numerous benefits for both educators and students. Instead of succumbing to that fear that The Jetsons planted in 1963, teachers might consider how AI is going to bring them more time, more control, and higher success rates in both student achievement and personal job satisfaction. As technology continues to shape the world, it has become imperative for teachers to embrace AI in the classroom.

The list of benefits of incorporating AI in the classroom goes on and on. Some that you may not have considered include the following:

Personalized Learning

One of the most significant benefits of using AI in the classroom is its ability to provide personalized learning experiences. AI can analyze individual student’s progress, strengths, and weaknesses, and tailor instruction to meet their specific needs. This ensures that students receive the support and challenge they require, maximizing their learning outcomes.

Personalized learning is a pivotal benefit of embracing AI in the classroom. AI-driven systems have the remarkable ability to analyze individual students’ progress and learning styles, adapting instruction to cater to their specific needs. This tailoring of educational content ensures that no student is left behind and that every student can progress at their own pace. Moreover, it enables educators to identify struggling students early and provide timely interventions, ultimately leading to improved academic outcomes.

Personalized learning not only caters to students’ academic needs but also addresses their individual interests, making the educational experience more engaging and relevant. This approach fosters a deeper understanding of the subject matter and kindles a genuine enthusiasm for learning. By customizing the learning experience, AI empowers students to take ownership of their education, enhancing their overall academic success and long-term educational outcomes.

Time and Resource Efficiency

Automated grading and administrative tasks can save teachers valuable time. AI can handle routine assessments, leaving teachers with more time to focus on planning engaging lessons, offering individualized support, and fostering meaningful interactions with students.

Time and resource efficiency is a paramount benefit of embracing AI in the classroom. By automating routine tasks such as grading, administrative work, and data analysis, AI liberates teachers from time-consuming chores. This newfound time can be redirected towards creating

innovative lesson plans, offering personalized support, and building stronger relationships with students. Additionally, AI-driven systems reduce the need for excessive physical resources, like printed materials, which not only saves money but also promotes environmental sustainability. Consequently, educators can channel their energy into more impactful teaching, ensuring that every moment in the classroom is maximally productive and focused on student learning.

Scalability

AI can help address the issue of teacher shortages by providing supplementary support and resources, enabling more students to access high-quality education.

AI-powered educational tools and platforms can accommodate a wide range of student needs and numbers. These technologies can be easily scaled up to handle larger class sizes or adapt to the unique learning requirements of individual students. Whether in a traditional classroom or remote learning environment, AI can provide consistent and adaptable support, making it a valuable resource for both teachers and students. As student populations evolve and educational needs change, AI can effortlessly adjust to meet these demands. This scalability not only improves the efficiency of teaching but also ensures that quality education remains accessible and flexible, catering to diverse educational settings and requirements, ultimately benefiting educators, students, and educational institutions alike.

While AI offers numerous benefits, it’s essential to implement these technologies thoughtfully and ethically. Teachers should work alongside AI systems, using their expertise to guide and interpret the data and to ensure that technology serves the best interests of the students and the broader educational community.

The benefits of incorporating artificial intelligence in the classroom are profound. From personalized learning to scalability, AI holds great potential to transform education. As educators embrace AI, they stand to gain more efficient, effective, and fulfilling teaching experiences. Moreover, students will benefit from a more engaging and inclusive learning environment. The key is to strike a balance, using AI as a supportive tool that complements, rather than replaces, the vital role of human educators. By harnessing the power of AI in education, we can take a significant step towards preparing the next generation for success in an increasingly technology-driven world.

From one founder to another,

Ted

Just Say NO to the Spray and Pray Method of Selling

Ted Kalomiris on October 18, 2023

When I was in high school, speech club and theater were my extracurricular passions and a critical distraction from all the pains of my high school years. Lessons learned in these spaces were incredibly helpful to me later in life and in my career.

Mr. Kimball, my speech and theater teacher, taught key lessons of active listening as a means to get the audience invested into my often warbled message. Mr. Kimball’s “Diction! Diction! Diction!” still reverberates through my mind as I speak, even today.

This period of time was when I started to think about listening as the most powerful form of communication in my selling process. However, even as I still maintain this value, I am often tempted to fall into the trap of Spray and Pray Selling, where I need to get the same message out to as many people as possible. For sales leaders, the need to track metrics around the number of touches seems common. Frankly, I do not know what anyone ever saw from encouraging voluminous calls and emails as a method for measuring sales performance. The best business development representative I ever knew would consistently set the most appointments but would have the lowest call numbers. Perhaps it’s just harder to measure quality over quantity, which is no excuse for failing to try.

Rather than attempting to Spray and Pray, consider the following:

Network

With the advent of technologies like hi5, we can start to prospect more efficiently and successfully. In fact, networking is the fastest way to grow a meaningful pipeline, designed to convert more deals and reinforce your word of mouth branding (your personal brand especially) much more effectively. By increasing relationships within your intended field of business, you will be able to capture the attention of those who are eager and ready to work with you rather than falling in the background as noise.

Attend Conferences

Getting in front of your target audience sometimes requires stepping outside of your comfortable WFH environment and making some moves. By attending conferences where high impact stakeholders will be, you are more likely to grow relationships that will be mutually beneficial. By being intentional about which conferences you plan to attend, you will be able to better leverage this time to grow connections and make new contacts. To find a list of possible conferences within EdTech, follow EdSurge and make plans to attend.

Deliver Content that is Valuable to Prospective Clients

Lastly, think about the ways you engage and deliver information that adds value to your prospective clients. When I started this From One Founder to Another series, I was eager to offer information that would give peers and those coming into the field insight on how to build a successful business. I was also interested in further developing my personal list of contacts through lead generation. After six months of these bi-monthly articles, I have heard great feedback from colleagues as well as prospects that it “is encouraging to know that someone gets it.” By adding value, you capture a more sincere audience and can focus on building what you do best.

In the EdTech sector, where the needs and challenges of educational institutions vary widely, a personalized and relationship-based approach is often the most effective way to prospect for new clients. Networking allows you to understand, address, and adapt to the specific needs of educators and institutions, ultimately increasing your chances of success in this competitive industry.

From one founder to another,
Ted

Retention is Public School’s Top Priority

Ted Kalomiris on September 26, 2023

One of the lessons I learned from an important sales leader early in my career was that retaining a client is a much easier task than gaining a new one. It was my responsibility to find new clients and then keep them satisfied enough to keep my net-new pipeline producing positive revenue results.

Watching school districts continuously struggle with this nationwide problem of teacher shortages isn’t hard to understand on the surface. Teachers have been underpaid, overworked, and ultimately responsible for doing the work some parents should be doing. This has simply been accepted in our society…until now.

Now, we watch as school districts are paying out incentivizing (but dangerous) signing bonuses to attract talented and qualified teachers into their ranks. We are watching the growth of technology offer live classroom instruction by virtual teachers. In addition, many district leaders are heading for greener pastures or retiring outright. While education is no stranger to innovating through challenges with patience and grace, this time around we have not a singular crisis, but one with a myriad of distractions for district administrators. Community infighting, continuous struggles in the classroom, and an ongoing recovery from COVID (not to mention new threats of school closures) have landed squarely on the education professional’s desk with no time to spare to solve the problems.

Some solutions for retaining talent and rebuilding public school systems include:

Professional Development

For decades, a professional career as a teacher has been seen as an admirable professional path for women and men alike. According to the National Center of Educational Statistics, public school teachers have a higher educational attainment in 2022-21 than a decade earlier in 2011-12. Specifically, 51% of school teachers hold a master’s degree as their highest degree. To continue to engage and retain teachers, it is critical to invest in ongoing professional development opportunities to help them grow in their careers.

Another possibility is providing mentorship programs for new teachers to ease their transition into the profession and grow their capabilities as a professional. Entering a career in any field is difficult. However, pairing tenured teachers with incoming teachers helps to ease the adjustment period and ensure that new teachers stay involved and optimistic about their future.

Diversity and Inclusion

Creating a classroom of today requires intentionality and strategic leadership from the top. Research by the Learning Policy Institute revealed that all students benefit from

having teachers of color. When taught by teachers of color, students of color have better academic performance, improved graduation rates, and are more likely to attend college.

EdWeek shared that in the 2015-16 school year, over 80 percent of teachers were white and less than 7 percent were Black, according to federal data. Meanwhile, the white student population has steadily declined since 2000—from 61 percent to 44 percent in 2017—while the Hispanic student population rose by 50 percent since 1997 and the Asian student population by 46 percent. Black students comprise about 15 percent of all K-12 students—although they increasingly attend schools with at least 75 percent non-white enrollment, as do Hispanic and American Indian students: 58, 60, and 30 percent, respectively, according to the National Center for Education Statistics.”

Growing efforts to attract and retain teachers with an emphasis on diversity and inclusion are linked to positive academic, social-emotional, and behavioral student outcomes. These results are partly driven by mindsets and practices aligned to “culturally responsive teaching.”

Competitive Compensation

Money, money, money! We’ve heard it said before that teachers do not enter the field to make a lot of money. However, we have taken one’s personal calling to teach as a way to cut costs and pay educators the bare minimum. Gone are the days where we – as a body of educators, administrators, and education consultants – will ignore the fact that educators should be making more than a living wage. Policy changes, federal investments, and COVID relief monies have sweetened the deal to better compensate teachers for their time, expertise, and work as an educator.

If you want to attract and retain teachers, competitive compensation is low hanging fruit in the realm of establishing a solid core of educators. By offering competitive salaries and benefits packages to attract and retain high-quality teachers, you will prevent turnover amongst your staff and ensure a more stable school environment.

Overcoming the teacher retention crisis is a long-term goal that requires continuous commitment and evolution from districts, policymakers, and the greater community. By tailoring strategies to the specific needs and challenges of one’s district, you will increase the opportunity for success. Afterall, education is not “one-size fits all.”.

From one founder to another,

Ted

A 2023-24 School Year Message to K-12 Leadership Teams

Ted Kalomiris on August 17, 2023

As K-12 leadership teams embark on the 2023-’24 school year, the lessons of the past resonate powerfully. The post-COVID era is one of transformation and resilience, where challenges are met with innovation, compassion, and a steadfast commitment to educational excellence.

Across the country, school districts are seeing a sweeping decline in teachers, staff, and even bus drivers. As district leadership teams wrestle with current challenges, Ed Tech consultants have an opportunity to play a role in addressing these challenges and taking our public school systems to the next level.

Funding is Not Forever

In a recent special report, EdWeek Market Brief examines where “districts are likely to increase or cut spending in fiscal 2023-24 across an array of areas that include core and supplemental curriculum, social-emotional learning, devices, assessment, data platforms, internet connectivity, and more.” In a post-COVID era, funding resources are coming to an end for special programming and curriculum meant to give students a boost following the stall in learning due to the pandemic.

While we are now in August, most districts begin getting serious about their annual budget plans in mid-July prior to welcoming students back for the academic year. NOW is the time of year for everything Back to School. This season includes everything from welcoming students and their families back to a more structured pace, new wardrobe expenses, and the sprint to staff classrooms with enough teachers to ensure class continues.

The time is now. Education companies must lean into conversations with administrators while understanding the many complex challenges facing educators across the board. While many teachers have been away for the summer, administrators never really left. They have attended conferences, planning sessions, and they have made plans for rolling out new budgets that support finding talented educators and support staff to deliver the quality of education parents and guardians are expecting for their children.

Itemize Budget Priorities

The ability to source and retain talent is at or near the top of the list for every school district. It is advantageous to survey district administrators on what they regard as their biggest professional challenges, in everything from teacher recruitment to improving school climate to using technology effectively. While K-12 recruiters are doing an incredible job of sourcing talent, it’s the ability to find new sources that plagues districts the most.

This is why firms like Leap are developing new options for school districts.

“As we collaborate with school districts throughout the nation to address staffing vacancies, we gain firsthand insight into the challenges confronting our education system,” said Gary Kagan, Co-Founder of Leap. “Finding the right candidates means we’ve got to get creative and stay flexible, thinking outside the box to make things work.”

Adding more resources to the effort of finding qualified educators and staff is critical right now, especially when budgets are limited and COVID-era funding is coming to an end.

We All Have a Role to Play

We all have a role to play in ensuring that our children return to a safe, productive, and supportive classroom. Thank you, teachers, for all you are going to do this year on behalf of families. And welcome back, administrators! The work you are doing is extremely critical, and while so many are choosing to leave your ranks, we owe you a debt of gratitude as you continue to deliver on an increasingly difficult promise to keep.

From one founder to another,

Ted

Supercharge Your EdTech Pipeline: The Role of the Client in Selling Tech-Enabled Tools

Ted Kalomiris on July 25, 2023

As a consultant with 20+ years of experience in the rapidly evolving field of educational technology (EdTech), I have come to recognize the crucial role that schools and districts play in the successful adoption and implementation of innovative EdTech solutions. In this article, we will explore how schools and districts act as key stakeholders in selling EdTech and the significance of their involvement in shaping the future of education.

referrals – word from wooden blocks with letters, spreading referral viral marketing concept, random letters around, white background

EdTech companies often focus on creating cutting-edge products and features to cater to the evolving needs of educational institutions. While technological advancements are vital, understanding the customers’ perspective is equally essential. Over the years, I have realized that the best EdTech solutions are those that address the specific pain points and challenges faced by schools and districts.

One significant advantage of involving schools and districts in the selling process is the ability to offer customized and tailored solutions. Rather than presenting a one-size-fits-all approach, engaging with customers allows tech founders to gain valuable insights into the unique requirements of each institution. This knowledge empowers EdTech companies to modify their offerings, ensuring a seamless fit with existing educational frameworks and curriculum. ‘Know thy customer’ is sage-old wisdom. Leverage existing relationships with past and current clients by making clients feel special. Write them a card on their birthday, take them to lunch, or ask them for a referral. These warm leads will help to secure future prospects and better establish your current relationships.

Involve Schools in the Decision-Making Process
When schools and districts actively participate in the decision-making process and subsequently advocate for an EdTech product, it lends immense credibility to the solution. Positive feedback and endorsements from educational institutions create a sense of trust and reliability, which can significantly influence other institutions’ purchasing decisions. This validation plays a crucial role in selling EdTech products, especially in a competitive market.

No EdTech solution is perfect from the outset. Engaging with customers, particularly educators and administrators, allows tech founders to receive real-time feedback on product performance and usability. This invaluable information aids in identifying areas of improvement and refining the product to better align with the needs of the end-users. By involving schools and districts, EdTech companies can create solutions that continuously evolve, ensuring their relevance and effectiveness in the long run.

Customer Experience Concept. Soft focus of Happy Client standing at the Wall, Smiling while using Smartphone. Surrounded by Positive Review in Speech Bubble and Social Network icons

In the process of selling EdTech, acknowledge and address the challenges and resistance that may arise from educational institutions. Resistance to change and unfamiliar technology is not uncommon in the education sector. However, by fostering open communication and providing extensive training and support, tech companies can help schools and districts embrace the transformative power of EdTech.

Final Thoughts

To sum it up, schools and districts play an indispensable role in the selling of EdTech solutions. As a founder and consultant, I have witnessed firsthand the positive impact of involving customers in the development, customization, and implementation of educational technology. By understanding the customer’s perspective, offering tailored solutions, and valuing customer feedback, EdTech entities can create products that drive positive change and revolutionize the way we educate future generations. Together, we can empower education and pave the way for a brighter future.

From one founder to another,

Ted

The Power of Relationship Building: How Strong Sales Teams Drive Success

Ted Kalomiris on July 11, 2023

In the rapidly evolving landscape of education technology (EdTech), strong sales teams play a pivotal role in driving success. While product knowledge and persuasive techniques are crucial, the real key to unlocking success lies in their ability to build strong relationships. In this article, we will explore the connection between strong sales teams and their relationship building skills within EdTech.

Creating a Basic Sales Plan

According to Malcolm Gladwell, it takes 10,000 hours of practice before mastery occurs. But when salespeople dive in, having a plan to work is critical for their learning to simply begin. This is especially true in EdTech SaaS where complexities and long sales cycles create the opportunity for mistakes. The urgency to move the sales responsibilities on to someone else while founders place an emphasis on product, development and operations is valid and understood. But creating the environment for sales success doesn’t just involve finding the right person, it involves finding the person who can execute a plan. The biggest mistake I have seen companies make is hiring salespeople before this sales plan is created.

Where to begin??? Start with replacing “self-starter” in your job description with “motivated learner.” The whole notion of “self-starter” in job descriptions is a great sign that mistakes are going to be made. You as a hiring manager do not want an expensive “self-starter.” EdTech startups succeed when they find motivated learners that will continue to improve and build relationships, especially in verticals with extremely long sales cycles and procurement hurdles.

Create a simple sales plan in the early days. This should be something the sales team can get organized around, and execute in rhythm. When a KPI-driven process is adhered to, measurable data happens. Sales happen.

Building Trust and Credibility

Whenever educators and EdTech buyers referred to me as a vendor, I took it as a personal challenge to change their impression of me. In the competitive EdTech market, establishing trust and credibility with potential clients is essential. Strong sales teams excel in forging meaningful relationships that foster trust. By investing time and effort in understanding the unique needs of educational institutions, they demonstrate a genuine commitment to addressing those needs effectively. This understanding allows sales representatives to tailor their product pitches and recommendations accordingly, reinforcing their credibility and making a compelling case for their solutions.

Strong sales teams understand that education stakeholders, such as administrators, teachers, and IT personnel, require reassurance about the reliability and efficacy of EdTech solutions. By actively building relationships, sales representatives can provide testimonials, case studies, and references from satisfied clients who have achieved positive outcomes using their products. Relationships can be fostered through general networking at conferences and by providing helpful content to potential clients. These testimonials serve as social proof, establishing the sales team’s reputation and increasing the likelihood of successful sales conversions.

Facilitating Collaboration and Problem-Solving

EdTech thrives on collaboration and problem-solving, and strong sales teams recognize the importance of fostering these skills within educational institutions. By building relationships, sales representatives can act as partners rather than just vendors. They engage in open dialogues with decision-makers, seeking to understand the unique challenges faced by schools and districts.

Through this collaborative approach, sales teams can provide valuable insights and guidance, showcasing how their EdTech solutions can address specific pain points. By actively involving educators and administrators in the decision-making process, sales representatives empower them to take ownership of the solution, enhancing its effectiveness and increasing the chances of successful implementation.

Monitoring Continuous Support and Customer Success

The relationship between strong sales teams and educational institutions extends beyond the initial purchase. Successful EdTech implementation requires ongoing support and guidance, and sales representatives play a vital role in ensuring customer success.

By maintaining strong relationships with clients, sales teams can provide post-sales support, training, and resources tailored to meet evolving needs. This continuous engagement enhances customer satisfaction, fosters loyalty, and contributes to positive word-of-mouth referrals within the EdTech community.

Final Thoughts

In the dynamic world of EdTech, strong sales teams equipped with exceptional relationship building skills can propel success. By establishing trust, fostering collaboration, and providing ongoing support, these teams create lasting partnerships that result in improved education outcomes and increased adoption of EdTech solutions across the United States.

From one founder to another,

Ted

From One Founder to Another: AI Will Enhance Sales Teams

Ted Kalomiris on May 31, 2023

One of the most vivid memories from my service in the Gulf War was the experience watching officers and NCOs use Magellan. The handheld device could somehow provide the user specific directions using spatial data. I was fascinated seeing this technology in action. This early form of artificial intelligence gave the US one of many technological advantages on the battlefield and saved American lives in the process.

Fast forward 30 years, and we now rely on this technology to provide expedited mobility whether on foot or by transit. While the machine learning in GPS systems has improved immensely, society has come along on that journey in terms of changing behaviors and removing fear from the equation. One might say it has even gained our trust since inception. The same possibilities for enabling sales teams lie ahead as A.I. is harnessed to create process enhancements and efficiencies in the years to come.

Predicting the precise future of sales teams in 10 years is challenging, as technological advancements and their adoption rates can vary significantly. However, based on current trends and the potential of Artificial Intelligence (AI), we can envision several potential changes that may occur in sales teams:

Enhanced Data Analytics: AI will continue to play a crucial role in analyzing vast amounts of customer and market data. Sales teams will have access to more sophisticated predictive analytics, enabling them to make data-driven decisions, identify emerging trends, and personalize their sales strategies further.

AI-Powered Sales Assistants: Virtual sales assistants powered by AI will become more prevalent. These assistants will be able to handle routine tasks, provide real-time sales guidance, and offer personalized recommendations to sales representatives, ultimately improving their efficiency and effectiveness.

Hyper-Personalization: AI will enable even deeper levels of personalization in sales interactions. By leveraging AI algorithms and customer data, sales teams can tailor their messages, offerings, and pricing to individual customers, creating highly personalized experiences that resonate with their specific needs and preferences.

Advanced Chatbots and Voice Assistants: AI-driven chatbots and voice assistants will continue to evolve, becoming more conversational, intelligent, and capable of understanding and responding to complex customer inquiries. These AI assistants will handle initial interactions, qualify leads, and seamlessly hand them off to human sales representatives when necessary.

Virtual Reality (VR) and Augmented Reality (AR) in Sales: VR and AR technologies have the potential to transform the sales process by allowing customers to experience products or services virtually. Sales teams can leverage these technologies to provide immersive demonstrations, virtual tours, and interactive experiences, enhancing customer engagement and decision-making.

Seamless Integration of CRM and AI: Customer Relationship Management (CRM) Systems will be tightly integrated with AI capabilities, enabling seamless data analysis, predictive lead scoring, and automated sales processes. AI will augment CRM systems, providing real-time insights and recommendations to sales teams.

Sales Skill Augmentation: AI-powered tools will assist sales representatives in developing and honing their skills. Virtual reality simulations, AI-based coaching platforms, and personalized training programs will provide continuous learning opportunities and enable sales professionals to improve their techniques and close deals more effectively.

Ethical Considerations: As AI becomes more integrated into sales processes, ethical considerations regarding data privacy, transparency, and bias will become increasingly important. Sales teams will need to navigate these challenges and ensure that AI technologies are used responsibly and in alignment with regulatory guidelines.

It’s worth noting that while AI is likely to have a significant impact on sales teams, human sales professionals will remain essential. The human touch, emotional intelligence, and relationship-building skills will continue to be valuable in sales interactions, complemented by AI-powered tools that enhance efficiency, productivity, and decision-making.

Tips from One Founder to Another | Trust is the Foundation for Success

Ted Kalomiris on May 16, 2023

Trust is the foundation of any successful business relationship, particularly in the context of professional sales. Building trust is a vital component of creating a strong bond with your clients and sales team, which can lead to long-term loyalty and repeat business from customers. A recent Dale Carnegie study indicated that 73% of respondents shared that trust is “very” or “extremely” important to them for building relationships with salespeople.

1. Trust establishes credibility. One of the most important reasons for building trust in a professional sales relationship is that it establishes credibility. When clients trust you, they are more likely to believe in the product or service you are selling. They are also more likely to view you as a knowledgeable and reliable source of information. This means that they are more likely to turn to you when they need advice, even if they are not currently in the market to purchase. The LinkedIn State of Sales report confirms that the trust factor is the number one factor in closing deals at 40%, ranking higher than ROI and price. This credibility is priceless.

2. Trust creates a more positive client experience. When clients feel that they can trust you, they are more likely to feel comfortable discussing their needs and concerns with you. This can lead to a more collaborative sales process, where you are able to work together to find the best solution for their unique situation. This can ultimately lead to higher levels of satisfaction and customer retention.

3. Trust leads to referrals. Another key benefit of building trust in a professional sales relationship is that it can lead to referrals. When clients trust you, they are more likely to recommend you to others who may benefit from your services. This can help to expand your client base and ultimately lead to increased revenue.

In order to build trust with your clients, it is important to be transparent and honest in all of your interactions. This means being upfront about any limitations or potential drawbacks of your product or service, as well as being open and honest about pricing and delivery timelines. It is also important to listen actively to your clients and respond promptly to any questions or concerns they may have.

Trust Between Employer and Salespeople
Trust between employer and salespeople leads to trust in the outcome of your solution. We as founders want more than advocacy from our salespeople. We want them to believe in our mission, and by extension, in us as founders and leaders. The future mentoring and coaching that will take place over the course of a professional relationship requires trust. The need to gain approval from salespeople to let them into their deals requires trust. And the need for salespeople to be honest with us and willing to share what is holding them back and what they are afraid of certainly involves trust.

All in all, building trust is an essential component of creating a successful professional sales relationship with clients and sales teams. It helps to establish credibility, create a positive client experience, and ultimately lead to higher levels of satisfaction, customer retention, and revenue. By being transparent, honest, and responsive to your clients’ and team’s needs, you can build trust and create a lasting bond that can benefit all parties for years to come.

Until next time,

Ted

Tips from One Founder to Another: Iron Your Clothes

Ted Kalomiris on May 2, 2023

This blog started out on topic. I was going to write something about startups selling into markets with long sales cycles. As I was looking for personal photos to add to my post, something happened.

I came across some old pictures of my dad.

I have avoided looking at these images for some time now. It dawned on me during this moment that I have not properly grieved the loss of my dad who passed a little over a year ago. After his death, I went into instant planning mode as the person who was ultimately responsible for laying him to rest. Not only that, but I was also entering a job hunt phase and soon to begin another job. Staying busy seemed to be the best thing to do, until recently.

Since leaving employment in January for what has become a great new chapter in my life, I have been able to devote more time to what I care about and what I think is important. For the last 90 days, I’ve been redefining what busy means in my life and really throwing myself into conversations with old acquaintances, new friendships and starting to value my time in a whole new way. I am also feeling the freedom to grieve and let that happen. So, perhaps as a step in that direction, I’d like to share my father’s impact on my career and how I ended up following in his footsteps, a path I chose in college.

Dad was On Time and Authentic

Ted Sr. sold ladies’ apparel to retailers in the Midwest. He had an amazing Apparel Center office in downtown Chicago. When he would go to work, he was impeccably dressed and carried a huge smile on his face, ready to work hard for the companies whose lines he carried. He was gregarious and friendly with absolutely everyone, and while it was somewhat rehearsed and polished, there was an undeniable level of authenticity.

My dad taught me the most important parts of being a successful salesperson. These are values I recognize as my own but upon some reflection, these were taught to me by him.

He taught me the importance of punctuality. Showing up on time was the first sign of respect you can show someone.

He taught me to iron my clothes before meetings. Not just in his business, but in any business. It was really important to look your best and look like you care.

He taught me the importance of loyalty. He was fiercely loyal to his customers, always on the road, and always in front of them. He was great on the phone, too, but where he shined was in front of the customer.

He taught me to look people in the eye when you talk and smile with your teeth showing, as a sign of sincerity.

And he taught me the importance of winning by doing the hard work, moving fast and clearly articulating value with calm confidence.

I’d like to think these things are what I bring 100% every day to my work. There have certainly been times when I have not. But in the weeks that have gone by as I now find myself in his shoes within the world of self-employment, I am more comfortable than ever to live my values and teach what I know to others. I believe this will also begin the start of my healing process.

I love and miss you, Dad.

Ted

Tips from One Founder to Another | Motivate Through Continuous Training

Ted Kalomiris on April 18, 2023

As you lead your team – big or small – it is important for retention to keep your salespeople motivated and excited, especially during organizational downturns or a sales dryspell. During this time, companies should demonstrate investment by looking to product and sales training to instill confidence and reduce anxiety in their shaken employees.

Tips from One Founder to Another: Invest in New Sales Hires

Ted Kalomiris on April 4, 2023

You have heard it before, and you will hear it again. Measure Twice, Cut Once. This old-age axiom is critical when developing your Startup Dream Team (SDT). Once you have decided to expand your team to include additional personnel, it is imperative to take time to ensure your new sales hire is the correct fit for the job and is supported in their pursuit to excellence. Founders should be certain of fit before hire. However, you still are responsible for verifying you made the right decision. Trust you made the right hiring decision but confirm it by being involved in their first 90 days. You cannot afford to fail at this critical hire. It is so much more expensive and time consuming to source, recruit and hire than it is to shadow, teach, and mentor.

When you invest time in new sales hires, it reduces the lead time to productivity. In a world where the average turnover of a salesperson is 18 months, it is critical that you take time to establish team buy-in with clear sales objectives and a well-defined strategy.

Define Your Business Strategy

As the SME of your start-up, it is up to you to define, articulate, and motivate your business strategy to newcomers. Without a clear vision, it is impossible to maximize the efforts of your sales team and grow your organization.

Key factors to keep in mind include:

How do we differentiate from the rest of the marketplace?
What are our strengths and weaknesses as an organization?
Where do we stand to achieve the most sustainable growth?

Once you have a clear understanding of these points, you can put together a plan to recruit, train, and influence your sales team to maximize revenues for your startup.

Support Your Team with Resources

Once you have clear and transferable alignment with your business strategy, it is important to provide support to your SDT. Regardless of your team’s hard and soft skills, it is imperative to consider opportunities for professional development that will aid in the productivity of your sales team. With more and more companies adopting a hybrid sales strategy, there is greater opening to leverage and utilize data to understand one’s growth opportunities.

Consider the following to better support your team’s success:

Choose a CRM that will aid in reducing cumbersome administrative tasks and maximize sales.
Develop easy to implement practices that keep everyone in the loop and provide clear opportunities for measured growth.
Establish a regular check-in with your team in which you, as the founder, are accessible to help troubleshoot and ideate.

When you put in the extra effort to make sure your team feels connected, heard, and well-resourced, they will go the extra mile to support start-up in the pursuit of excellence.

Stay tuned for more tips from one founder to another,

Ted