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.

Keep in Touch

This is particularly for the remote sales professional. If you’re not in the main office, chances are you work from home. You’ve cordoned off a room or the attic or wherever, and that’s where you ply your trade. (Mine’s in the basement now, and formally referred to as The Nerve Center.) In this environment, it’s …

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Sales Fundamentals: Old Dogs & New Tricks

It’s funny what you remember. When I was a kid, one day my father brought home a set of cassette tapes. They were sort of a motivational program on creativity by a guy named Mike Vance. To give you some background, Vance’s job was to energize and activate creativity at Walt Disney and, later on, …

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Sales Fundamentals: Cards and Letters

It turns out that vinyl records aren’t dead. In fact, they seem to be making a vigorous comeback. Want to guess what else isn’t going away? Paper. Paper consumption in the United States for the last twenty years has increased from 92 million tons to 208 million, a growth of 126%. (At the same time, …

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Call to Confirm

Call to confirm appointments. A small but important detail, and a (simple) habit worth adopting, is to confirm your appointments the day prior. The message can be as simple as a one-line email mentioning that you’re looking forward to the conversation. Or simply shoot over a revised copy of the agenda or some advanced reading …

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How Not to Sell: The Other Elevator Pitch

Here’s a good example of how not to sell. I happened to share an elevator with two sales guys leaving a sales call. (I think they sold disaster recovery software.) On the long descent, these two proceeded to discuss their disappointing sales presentation, going so far as to badmouth a particular engineering manager at that …

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The Problem with Timing

Being in the right place at the right time can be everything. It’s true for start-ups, for the adoption of technology, for the acceptance of a new artistic style, and it’s especially true when it comes to sales. And it is great when it happens. But it seldom works exactly as we would like it …

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Right Now

At this precise moment, we’re watching the country come apart at the seams. At least I am. Between Twitter, NY Times and CNN, I can’t avert my eyes. And truthfully, I don’t know what the proper response is to this combination of unimaginable scenarios. I wasn’t looking forward to hunkering down for the pandemic, but …

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Chipping Away

We’ve got a tree dying in the backyard. It’s a largish flowering cherry tree, prominent and contributing significantly to our privacy, but with few leaves left and signaling that its best days are past. Dying trees invariably sadden me. I can’t help but notice them when I drive about the city, and the deaths seem …

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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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