Kiinetics Blog

Weekly sales advice, stories, case studies and deal breakdowns. The emphasis is on digging into the B2B sales process. For founders by a fellow founder who understands firsthand how important sales execution is.

Sales Tip: Paint the Picture

Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier health systems in the country. Both individuals were super sharp, knew their stuff and were particularly innovative. I knew this having sat in on their respective presentations at a conference …

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Incorporate Experiments into your Sales Process

Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing the same thing. You certainly can’t keep doing the same thing over and over and expect to get better. Somehow or another, you have to do something different. You have …

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VC Pitches and Customer Presentations

Let’s clear something up. There are pitches to VC investors and then there are sales presentations to potential customers. Do not be confused. They are NOT the same thing. With a VC pitch, you are presenting a consistent, structured story to one or more smart, hardened, calculating and time-constrained people evaluating you by way of …

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Founders and Sales

If you’re a founder (or a bootstrapper or solopreneur), keep reading. I have a Public Service Announcement for you. You need to know how to sell, and you need to be selling. Yes, we understand. You’re busy. You have a solution to craft, pressure to deliver, people to deal with and a company to run. …

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Sales Fundamentals: Triangulation

As any given sales opportunity gets bigger, more strategic or expands across multiple divisions, it inevitably becomes more complicated to manage and more difficult to close. Every new variable brings with it the possibility of more potential, but also greater risk of loss or delay. Among the potential headaches you should anticipate include: New players …

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Simple Steps to Better Sales Calls: Maintain the Momentum

Now all you need to do is keep moving forward. Success in sales, like in most things, is largely defined by momentum. Continuing to push forward. In my experience, sales isn’t about goals. Sure, you likely have quotas or sales targets, and you should certainly set personal goals for yourself. But sales success is more …

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Simple Steps to Better Sales Calls: Follow up Immediately

Follow up Immediately          Your sales call or meeting is now over. You’ve got things to do, and chances are your customer does as well. Summarize them and send a follow up email. Something like this, perhaps: Jim, Good meeting. Lots of excellent discussion, and was fascinated to learn that the company …

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Simple Steps To Better Sales Calls: Give Time Back

Give Time Back This one is easy. Or it should be. Take only the time that you need. And give the rest back. Do you know what they call a productive meeting that is an hour on the books, but wraps up ten or fifteen minutes. It’s a gift. It’s an opportunity to squeeze in …

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Listen to the Let's Chat Sales Podcast

Brendan McAdams and Bob Graham have quick (10-18 min) chats about early-stage startups, sales fundamentals, and other quick tips and ideas for the B2B startup founder. Listen to the latest episode.

Let's Chat Sales YouTube Channel

On this channel, we cover all aspects of B2B sales. Most of the videos are short and simple, and focus on key sales fundamentals and proven habits. 


The overall philosophy here is to simplify the sales process and effective practices, because sales is a craft. And as a craft, anyone can get learn how to sell better and become successful at B2B sales.

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