This all looks like superb advice - again, thanks!
- I will order 'Selling to Big Companies' tonight.
- Will make sure we all have a clear idea of the sales pipeline, targets
- Yes I have looked at the legal and trading issues - am being advised by a 'Big 4' firm who know the pitfalls
- Point about time to sell to large organisations is well taken. In fact part of the appeal of the system is that it gets round many of these problems.
- Am currently in discussion with some much larger established companies re licencing and distribution (one in London, one in Boston). They both love the product but are moving very slowly. I want to have a separate distribution channel as it's not clear at present which is going to succeed. However, having a distributor would certainly be easier than flying Australia-US each time a sales prospect needs me there!
- I really like the idea of low retainer/high commission. The business model is to charge a recurring subscription, so paying a high commission based on the first year's revenue won't impact so much on future cash flow.
- No equity on the table until they have proved themselves! At present I own 100% of the company (bootstrapped), but would consider giving someone with complementary skills in sales a portion of this if they had proved they could boost the company's value.
- I will order 'Selling to Big Companies' tonight.
- Will make sure we all have a clear idea of the sales pipeline, targets
- Yes I have looked at the legal and trading issues - am being advised by a 'Big 4' firm who know the pitfalls
- Point about time to sell to large organisations is well taken. In fact part of the appeal of the system is that it gets round many of these problems.
- Am currently in discussion with some much larger established companies re licencing and distribution (one in London, one in Boston). They both love the product but are moving very slowly. I want to have a separate distribution channel as it's not clear at present which is going to succeed. However, having a distributor would certainly be easier than flying Australia-US each time a sales prospect needs me there!
- I really like the idea of low retainer/high commission. The business model is to charge a recurring subscription, so paying a high commission based on the first year's revenue won't impact so much on future cash flow.
- No equity on the table until they have proved themselves! At present I own 100% of the company (bootstrapped), but would consider giving someone with complementary skills in sales a portion of this if they had proved they could boost the company's value.