DO THW MOST IMPORTANT THINGS WITH
YOUR MOST PRIZED RESOURCS
Always keep it simple and close the sale
Sales at a startup starts the day the startup is founded and not on the day the product is ready. Understanding your customer needs and providing a solution to them has no relation to the technical wizardry of the product or the marketing chops of the organization. It depends on whether the startup can explain the solution in simple terms and close the sale.
One of the primary reasons for delaying the sales process is clarity on defining the product in simple terms which can be easily understood by the target customer.
Defining the customer can be tricky unless we focus on the customers pain point. Without finding the most important need for a solution, we can’t find the real customer segment to target.
Defining the sales playbook for each revenue-generating product or service for the company.
Sales Technology enablement
Defining the appropriate mixture of using technology to automate the sales task versus doing the manual work.
Partnerships & Alliances
As we start getting sales traction, we need to identify and piggyback on the right partners and alliances within the ecosystem to extend our sales dollar exponentially.
We need the most valuable sales resources to spend their time on client engagement and closing deals. That will only happen by enabling them with a competent sales operations team to build up the order book.
The sales strategy and playbook created has to work for your company at the stage of company and sales leader maturity you are at. We do that by understanding the why’s behind the sales and revenue generation process.
What did the company hope to achieve the sales target for a given period? How does that change based on product delivery and marketing dollars spent?
Who is selling for the company? Are there members of the product team as well selling?
Are we using similar messaging while selling as we are while marketing? Do all the members in the startup have the same understanding of product?
If we have to grow the sales team, who is the right fit for the company? How do we make sure growth is planned and executed with a process?
How wide is our sales funnel? Do we have the right hooks out there to get the best prospects into the funnel?
How do we define the cost of customer acquisition? How are we learning from sales that didn’t close as we expected?
Why work with us?
- Get the experience to define your sales strategy without a lot of wasted effort.
- Understand the tools to use for Sales based on the size of your company and industry.
- Capture the right amount of details within your CRM keeping in mind future growth.
- Standardize and document a sales playbook to be used across the startup.
- Define achievable goals.
A quote we often use
“People don’t ask for facts in making up their minds. They would rather have one good, soul-satisfying emotion than a dozen facts.”
– Robert Keith Leavit