Articles by Peter Kazanjy
The Anatomy of the Perfect Sales Hiring ProcessPete provides an end-to-end guide on hiring salespeople across company stages that covers: • Honing Your Hiring Profile • Sourcing to Match • Screening, Interviewing, Closing • After You Close
- Building Your Best Sales Deck Starts Here
Peter explains how a sales deck should cover the primary points of a sales narrative: What is the problem you’re solving? Who has it? What are the associated costs of the problem? What are the existing solutions and their shortfalls? What has changed to enable a new solution? How does it work? What is the qualitative/quantitative proof that yours is a superior solution? How much does it cost?
Founding Sales: The Early Stage Go-to-Market HandbookPeter's book covers 12 chapters: 1. Mindset Changes in First-time Sales Professionals 2. Baking Your Narrative & Product Marketing Basics 3. Sales Materials Basics—What You Need to Sell & How to Build It 4. Early Prospecting—Finding Your First Customers 5. Prospect Outreach and Demo Appointment Setting 6. Early Inbound Lead Capture & Response 7. Pitching—Preparation, Presentation, Demos, & Objections 8. Down Funnel Selling—Negotiation, Closing, & Pipeline Management 9. Customer Success Basics—Implementation, Ongoing Success, & Renewals 10. Early Sales Management & Scaling Concepts 11. High-Impact Sales Hiring 12. High-Impact Sales Onboarding & Training