Hardware Podcasts

134: How to Sell Your Hardware Product B2B

Product Startup · 27 Jul 2022 · 34m

What this episode covers

Bill Dickinson, a B2B sales executive with 35 years of experience, advises hardware startups on building effective sales teams and scaling B2B sales. He emphasizes that hiring for interpersonal skills and relationship-building traits is more critical than product knowledge, and recommends a hybrid inside/outside sales structure. Dickinson outlines three distinct sales streams—straight sales, account management, and business development—and stresses the importance of relationship selling, detailed target lists, and activity-based management to move prospects through the funnel.

Most relevant to

early-stage companies and companies scaling up

Topics

Mentioned

Companies
Mako Design + Invent, Amazon
Also
Bill Dickinson, Kevin Mako, LinkedIn

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