What are the best sales teams out there doing well & poorly?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

BTM: You’ve seen a lot of sales teams grow, what are you seeing them do well, and what are you seeing them do poorly? (6:01)

  • The teams that are doing well are good at focusing on what matters
  • If you’re in a startup, 90% of the time, most things will suck (after the first couple months)
  • The excitement from watching The Social Network will wear off
  • Eventually you see what’s wrong with everything
  • I’ve yet to meet a startup that doesn’t feel that everything is wrong
  • The teams that do well, don’t get slowed down by this messiness, they don’t get distracted by pretending they are successful
  • They focus on what really matters; revenue and customers
  • Companies that do well suck at most things, but they don’t get distracted by it
  • Major Pitfalls: effectiveness vs efficiency , trying to do things really really well rather than just being effective


steli_efti2-79990df1Steli Efti dropped out of high school, taught himself to be an entrepreneur, is a life-long learner, and the founder of Supercool School, VibaTV and SwipeGood. As an alumni of Y Combinator, Steli is the CEO and co-founder of ElasticSales and Close.io. As if this isn’t enough already, Steli also advises startups and is the author of β€œThe Ultimate Startup Guide To Outbound Sales.” You can find him on twitter here , or on linkedin here.