(2009-07-13) Blank Consultative Sales

Steve Blank on when/whether you want ConsultativeSales folks. Hiring a VP of Sales in customer discovery typically sets a startup back. It's only after you're done with Customer Discovery and are in the final steps of Customer Validation (building a repeatable and scalable sales process) that you start hiring a sales executive. The next thing you need to do is match your sales team with your Market Type... Both New Market-s and Resegmented Niche Market-s required a skilled consultative sales force. This is very different from the sales team you would hire to sell in an Existing Market or a cheaper product (Resegmented Cheap Market).