Kyle Richards, Selling At A Start-Up

SUMMARY: In this episode of Sales Bites, host Will Jenkins sits down with Kyle Richards, VP of Sales at CloneOps, to talk about what it takes to build sales from the ground up at a startup. Kyle shares his journey in sales, how sales strategies shift in fast-moving startup culture compared to larger organizations, and why adaptability and teamwork matter most when everything is being built from scratch. They break down how sales pitches evolve alongside the product and market, what to focus on to actually drive revenue, and how to maintain work-life balance in the chaos of startup life. TAKEAWAYS: Sales drives survival and growth, especially in startups. Prioritize revenue-generating activities over busy work. Building sales from scratch requires adaptability. Team dynamics and accountability shape success—avoid the blame game. Sales pitches evolve as the product and market change. Startup culture is chaotic but rewarding. Balance is essential to avoid burnout. A strong leadership team sets the tone. CHAPTERS: 00:00 – Introduction to Sales Bites and Guest Background 03:01 – Kyle's Journey in Sales and CloneOps 05:55 – Understanding CloneOps and Its Market Position 08:59 – Selling at a Startup vs. Established Organizations 11:59 – The Evolution of Sales Pitches 14:55 – Adapting to Startup Chaos and Team Dynamics 18:01 – Work-Life Balance in Startup Culture EPISODE CREDITS: Host, Will Jenkins Creative Director, Erin Sweeney Edited and mixed by Keenan McCarthy Music licensed through Envato LINKS: Be sure to follow and tag @JourneyDelivers on LinkedIn Instagram Twitter Facebook TikTok YouTube ABOUT THE JOURNEY PODCAST: Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.