1 hr 3 min
Episode #007 - Nathan Green - Long sales cycle, channel partners, and higher education startups Outliers in Sales and Marketing
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- Business
This week's guest is Nathan Green, a friend and an old boss of mine from my college days. More importantly, Nathan is a highly successful entrepreneur and businessman. Having seen him work up close, I know how unique his combination of grit, resourcefulness, and charm is at accomplishing the things that Nathan sets out to do.
He's currently the Co-Founder and Chief Revenue Officer of the College Consortium, an online platform helping colleges take their courses online. He's previously founded a company called Campus2Careers, which ended up with a successful exit, the founder of the Austin Young Chamber of Commerce, and before that a successful business executive at multiple large companies.
I hope a bit of his magic mix of talents can rub off on you from listening to the podcast, and that if you're in a situation with long sales cycles or in an early-stage business-to-business startup that you can benefit from Nathan's recent experience mastering those domains.
Enjoy!
O:00 - Introduction of Nathan Green
2:05 - Explaining the College Consortium
4:15 - What are the advantages of moving courses online?
7:30 - How and why Zach dropped out of school
9:40 - The alternative to online courses
11:00 - Automating manual pen-and-paper processes as a business idea
12:15 - What does Nathan Green do as VP of Growth? (Now CRO)
12:50 - Product responsibilities
15:08 - The sales cycle at College Consortium
16:00 - Decision makers College Consortium deals with
17:15 - The long and difficult sales cycle of Higher Ed
18:45 - Not charging upfront to speed up the sales cycle
23:09 - Raising money as a startup in Texas
30:37 - Pricing strategies for startups
31:05 - Multistage startup strategies
31:55 - Tapping into natural senses of urgency (good section!!)
36:33 - Managing a sales process with multiple key stakeholders
37:30 - Know what problems your product solves for each stakeholder
39:54 - Story about selling to higher ed vs. businesses
41:55 - Neutralize the other people in a deal besides decision maker
44:00 - Make your product ridiculously easy to on-board
45:00 - Changing your customer's orientation and mindset
47:32 - Sales is a long hallway, closing doors before you get to them
50:08 - Why channel partnerships are so effective
52:40 - How the first channel partnership was established
54:27 - How Nathan first discovered channel parternships
1:00:23 - Strategically aligning your mission with channel partners
This week's guest is Nathan Green, a friend and an old boss of mine from my college days. More importantly, Nathan is a highly successful entrepreneur and businessman. Having seen him work up close, I know how unique his combination of grit, resourcefulness, and charm is at accomplishing the things that Nathan sets out to do.
He's currently the Co-Founder and Chief Revenue Officer of the College Consortium, an online platform helping colleges take their courses online. He's previously founded a company called Campus2Careers, which ended up with a successful exit, the founder of the Austin Young Chamber of Commerce, and before that a successful business executive at multiple large companies.
I hope a bit of his magic mix of talents can rub off on you from listening to the podcast, and that if you're in a situation with long sales cycles or in an early-stage business-to-business startup that you can benefit from Nathan's recent experience mastering those domains.
Enjoy!
O:00 - Introduction of Nathan Green
2:05 - Explaining the College Consortium
4:15 - What are the advantages of moving courses online?
7:30 - How and why Zach dropped out of school
9:40 - The alternative to online courses
11:00 - Automating manual pen-and-paper processes as a business idea
12:15 - What does Nathan Green do as VP of Growth? (Now CRO)
12:50 - Product responsibilities
15:08 - The sales cycle at College Consortium
16:00 - Decision makers College Consortium deals with
17:15 - The long and difficult sales cycle of Higher Ed
18:45 - Not charging upfront to speed up the sales cycle
23:09 - Raising money as a startup in Texas
30:37 - Pricing strategies for startups
31:05 - Multistage startup strategies
31:55 - Tapping into natural senses of urgency (good section!!)
36:33 - Managing a sales process with multiple key stakeholders
37:30 - Know what problems your product solves for each stakeholder
39:54 - Story about selling to higher ed vs. businesses
41:55 - Neutralize the other people in a deal besides decision maker
44:00 - Make your product ridiculously easy to on-board
45:00 - Changing your customer's orientation and mindset
47:32 - Sales is a long hallway, closing doors before you get to them
50:08 - Why channel partnerships are so effective
52:40 - How the first channel partnership was established
54:27 - How Nathan first discovered channel parternships
1:00:23 - Strategically aligning your mission with channel partners
1 hr 3 min
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