marketing and sales strategies for startups
DESCRIPTION
For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.TRANSCRIPT
by Bryan Starbuck CEO of .
CEO at , before acquisition
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Marketing & Sales for B2B & B2C Startups"
"
for Early Stage Start-ups!
Sales & Marketing
With Sales Teams (B2B)
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Is Phone Sales Strategy for Me?
If each sale is less than $8k to $15k
Yes NO
If $15k+ in each sale
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High Growth from Phone Sales
$168 million
2008 Revenues from Phone Sales Strategy companies…
$215 million $163 million
$1 billion $178 million
$295 million $152 million $87 million
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Sales Strategies
Sales Strategy
eCommerce Phone Sales
Channel Sales
Cons
Pros
• No Sales People (no capital)
• Lower Risk Marketing • Higher Prices • Faster to scale Sales • Able to Create Demand
• Higher Risk Marketing • Lower Prices • Can’t Scale as Easily
• Capital needed for Sales Team • Time needed for Sales Efficiency
• No Sales People (no capital) • Sales is Outsourced • Most benefits from Phone Sales
• Often not an option • Risk that Channel won’t perform
eCommerce
Phone Sales
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B2C vs Small vs Mid-Market vs Enterprise
Consumers B2C
B2B Small
Companies
B2B Mid-Market
B2B Enterprise
0 to 1,000 Employees
1,000 to 20,000 Employees
20,000+ Employees
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Phone Sales -- Lead Marketing
Lead Marketing
Lead Quality
Cost-Per-Lead
Number of Leads
If you are closing sales at the “Prove it” Alpha stage:
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Marketing for Phone Sales
Dave McClure’s eCommerce Marketing Model
Get Leads from Linked-In
It is perfect for your early scrappy stage
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Must Read Books
Spin Selling by Neil Rackham
The Perfect SalesForce
by Derek Gatehouse
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Buy-Offs needed to Close
Understand Participants
User Buyer
Technical Buyer
Final Decision Maker
Financial Buyer • Map out Demographics
• Tactics to unblock each • Showing ROI often required • Don’t interview “friends” to find blocking issues
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Closing the Sale
• CLOSE when they RECOGNIZE value • Know when progress isn’t happening • Handle Budgets & Finalizing details
NO Sales Teams
B2C & B2B
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Dave McClure marketing Model
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Your Positioning and Uniqueness M
anua
l Sol
utio
n HIGH COST
Market Leader
LOW COST
Market Leader
Old School New School
Is Your Startup here or here
High Cost
Low Cost
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AirBnB
Customer
Post to AirBnB
Post to CraigsList
GROWTH HACKING
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Digg
Many Websites
Digg.com
GROWTH HACKING
“X Problem” can be solved better
by “Y Solution” which we rock at
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Blogging
“INBOUND” OR SEOMOZ STYLE
Facebook Articles
our unique uniquely
The END
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