<?xml version="1.0" encoding="UTF-8"?><xml><records><record><source-app name="Biblio" version="7.x">Drupal-Biblio</source-app><ref-type>17</ref-type><contributors><authors><author><style face="normal" font="default" size="100%">Ian Gilbert</style></author><author><style face="normal" font="default" size="100%">Stephen Davies</style></author></authors></contributors><titles><title><style face="normal" font="default" size="100%">A Sales Execution Strategy Guide for Technology Startups</style></title><secondary-title><style face="normal" font="default" size="100%">Technology Innovation Management Review</style></secondary-title></titles><keywords><keyword><style  face="normal" font="default" size="100%">entrepreneurs</style></keyword><keyword><style  face="normal" font="default" size="100%">sales</style></keyword><keyword><style  face="normal" font="default" size="100%">sales execution strategy</style></keyword><keyword><style  face="normal" font="default" size="100%">sales strategy</style></keyword><keyword><style  face="normal" font="default" size="100%">startups</style></keyword></keywords><dates><year><style  face="normal" font="default" size="100%">2011</style></year><pub-dates><date><style  face="normal" font="default" size="100%">10/2011</style></date></pub-dates></dates><urls><web-urls><url><style face="normal" font="default" size="100%">http://timreview.ca/article/491</style></url></web-urls></urls><publisher><style face="normal" font="default" size="100%">Talent First Network</style></publisher><pub-location><style face="normal" font="default" size="100%">Ottawa</style></pub-location><volume><style face="normal" font="default" size="100%">1</style></volume><pages><style face="normal" font="default" size="100%">32-36</style></pages><abstract><style face="normal" font="default" size="100%">The majority of startups fail to consider sales execution as part of their overall strategy. This article demonstrates how a sales execution strategy can help a company take a product or service to market more efficiently and effectively by focusing on the customers that are key to generating revenue. Combined with techniques for recruiting effectively and measuring sales outcomes, a sales execution strategy helps technology startups exceed growth aspirations and potentially reduce or even eliminate the requirement for external investment. 

In this article, we first describe the focus of assistance currently given to startups and the reasons why sales execution strategies are often overlooked. Next, we outline recommendations for developing, implementing, and supporting a sales execution strategy. Finally, we summarize the key points presented in the article. </style></abstract><issue><style face="normal" font="default" size="100%">1</style></issue><custom1><style face="normal" font="default" size="100%">Third Core Venture Expansion Partners
Ian Gilbert is Managing Partner of Third Core Venture Expansion Partners, a company that offers sales assistance, and builds and runs sales teams, for new and growing companies. He has been privileged to lead and contribute to sales operations at some of the world’s dominant technology organizations, including HP, Cable &amp; Wireless, CGI, Telus, Bell Canada, PTC, Tandberg, Nortel, and Avaya. Ian has used his corporate experiences to start and build successful companies in both Europe and Canada, and he has assisted many Canadian entrepreneurs in the creation, development, and eventual sale of their companies. He continues to work personally with entrepreneurs across Canada. </style></custom1><custom2><style face="normal" font="default" size="100%">Third Core Venture Expansion Partners
Stephen Davies is an associate with Third Core Venture Expansion Partners, where he helps to scale sales for a portfolio of companies by optimizing their operations. Stephen also leads a dual role in both business development and operations management in founder, virtual executive, and consulting roles. Focusing on technology, regulated industries, and the military, Stephen has worked with organizations such as ICAO, DND, Porter Airlines, MITEL, Nortel, NQI, CNSC, CAE, SAIC, and Lockheed Martin, as well as a number of technology startups. Stephen also lectures in entrepreneurship-related subjects at the Sprott School of Business at Carleton University.</style></custom2></record></records></xml>