In your opinion, what are some mistakes made or problems faced by sales teams at startups?
Often times salespeople at startups focus too much on selling their features, product or service, that they lose sight of the important base-building that should take place before pitching.
It is important to build a relationship with a client, and identify their specific needs and goals first. Knowing what your prospect is trying to accomplish gives you a better understanding of how your product or service fits into their business. This will allow you to position your product perfectly, so its fits in their business like a puzzle piece.
Being a startup, you have the advantage of differentiating yourself form larger company salespeople. Use this difference to your advantage, and make the fact that your a start-up salesperson a plus, rather than a negative.