Developing The Sales Process For Founders with Brendan McAdams
Brendan McAdams is Co-founder of Expertscape, a global directory of medical experts,
And also Founder of Kiinetics.
Kiinetics is a specialty B2B sales coaching and consulting practice with an emphasis on sales strategy and techniques, marketing, customer success and relationship management.
Brendan has particular industry experience helping healthcare technology companies advance their sales success into health plan, ACO and health system markets.
Over the last 10+ years, Brendan has helped dozens of founders recognise, attack and overcome the very common challenges unique to early-stage startups:
– Fear of rejection
– Dealing with competing responsibilities
– Handling proposals and customer negotiations
– Managing the revenue expectations typical of an evolving product roadmap
– Navigating the complexities of developing a
repeatable (and standardized) implementation and successful onboarding process
Key Points of our Discussion
- Why Founders “fear” the sales function
- Key challenges for early stage startups
- Narrowing your ICP before building out the product
- The unique and powerful position of the Founder
- The importance of a good system and process
- Getting into the “expert mindset”
- Learning to say “no” to a potential customer
- Brendan’s sales accelerator program
Sales Craft For Founders
Brendan has also written a book on sales fundamentals, SALES CRAFT, that outlines 50 fundamental sales skills, practices and ideas that every sales professional should consider as they work to improve their sales effectiveness.
Discover more about his offerings at Kiinetics.com
Steven Norman
Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.