startup sales 101

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STARTUP SALES 101a general framework forearly stage sales

Miles J. Varghese

CREDIBILITY

● From “finance guy”

● To “startup sales guy”

● Proud LiveNinja Alum

● Current: Cetus Labs

“SALES IS AN

_______ art.”X

“SALES IS A

____________________ process.”(That’s tightly tied to Product + Marketing)

YOUR FIRST SALES HIRE:

P.M.F

.

HOW DO YOU GET TO P.M.F ?● Prove your product’s Hypothesis

○ Great Idea ≠ Great Product

● Build, Deploy, Sell. (Iterate)

SO WHO DO YOU HIRE?● 2009 CEB Inc study● 6,000+ interviews.● 5 Different Profiles:

○ The Relationship Builder○ The Challenger○ The Problem Solver○ The Lone Wolf○ The Hard Worker

● Which of these would you hire?

THE CHALLENGER :💪🏾

53% of customer loyalty is driven by the sales experience - not brand, price, or even the product.

SO HOW DO YOU HIRE?“Employees, managers, and employees need a new relationship framework where they make promises to each other that they can keep.”

-REID HOFFMAN LinkedIn

THE HIRING FRAMEWORK● Lifetime Employment = 💀● Employment is an Alliance (NOT a “family”)● Alliance Agreement

○ “Tours of Duty” ● Measure for intellectual curiosity● Sales role play

○ Ex. live sales cold call

MODERN CANDIDATE PROFILE:

“ABL”

SO HOW DO YOU SELL?

● strategy● process ● methodology

SALES STRATEGY:strategy = revenue generation model

= inbound vs. outbound vs. hybrid

inbound = content to capture prospects = to produce qualified leads (MQLs)

outbound = proactive sales activity= to produce qualified leads

(SQLs)hybrid = Account Based Marketing (ABM)

SALES PROCESS

SALES METHODOLOGY:

methodology = the “approach” you use= challenger selling= solution selling= consultative selling= SPIN selling= trigger-based selling= social selling= agile selling= ….hit your KPI’s + close.

EXAMPLE:

1. AUTHORITY2. NEED3. URGENCY4. MONEY

1. Money2. Economic Buyer3. Decision Process4. Decision Criteria5. Identifying Pain6. Champion7. Competition

SALES STACK:sales stack = the tools, vendors, and processes that support sales activities

= at scale= internal (SLA) = prospecting = to CRM= to signature

EXAMPLE:

CUSTOMER SUCCESS:

● Account Management● Quota carrying● “Farming”

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