marketing and sales strategies for startups

19
by Bryan Starbuck CEO of . CEO at , before acquisition 1 Marketing & Sales for B2B & B2C Startups for Early Stage Start-ups

Upload: bryan-starbuck

Post on 18-May-2015

1.445 views

Category:

Business


1 download

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

Page 1: Marketing and Sales strategies for Startups

by Bryan Starbuck CEO of .

CEO at , before acquisition

1

Marketing & Sales for B2B & B2C Startups"

"

for Early Stage Start-ups!

Page 2: Marketing and Sales strategies for Startups

Sales & Marketing

With Sales Teams (B2B)

2

Page 3: Marketing and Sales strategies for Startups

3

Is Phone Sales Strategy for Me?

If each sale is less than $8k to $15k

Yes NO

If $15k+ in each sale

Page 4: Marketing and Sales strategies for Startups

4

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

Page 5: Marketing and Sales strategies for Startups

5

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

Page 6: Marketing and Sales strategies for Startups

eCommerce

Phone Sales

6

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

Page 7: Marketing and Sales strategies for Startups

7

Phone Sales -- Lead Marketing

Lead Marketing

Lead Quality

Cost-Per-Lead

Number of Leads

Page 8: Marketing and Sales strategies for Startups

If you are closing sales at the “Prove it” Alpha stage:

8

Marketing for Phone Sales

Dave McClure’s eCommerce Marketing Model

Get Leads from Linked-In

It is perfect for your early scrappy stage

Page 9: Marketing and Sales strategies for Startups

9

Must Read Books

Spin Selling by Neil Rackham

The Perfect SalesForce

by Derek Gatehouse

Page 10: Marketing and Sales strategies for Startups

10

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

Page 11: Marketing and Sales strategies for Startups

11

Closing the Sale

•  CLOSE when they RECOGNIZE value •  Know when progress isn’t happening •  Handle Budgets & Finalizing details

Page 12: Marketing and Sales strategies for Startups

NO Sales Teams

B2C & B2B

12

Page 13: Marketing and Sales strategies for Startups

13

Dave McClure marketing Model

Page 14: Marketing and Sales strategies for Startups

14

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

Page 15: Marketing and Sales strategies for Startups

15

Hotmail.com GROWTH HACKING

TO: [email protected] From: [email protected]

Sent by hotmail.com

Page 16: Marketing and Sales strategies for Startups

16

AirBnB

Customer

Post to AirBnB

Post to CraigsList

GROWTH HACKING

Page 17: Marketing and Sales strategies for Startups

17

Digg

Many Websites

Digg.com

GROWTH HACKING

Page 18: Marketing and Sales strategies for Startups

“X Problem” can be solved better

by “Y Solution” which we rock at

18

Blogging

“INBOUND” OR SEOMOZ STYLE

Facebook Articles

our unique uniquely

Page 19: Marketing and Sales strategies for Startups

The END

19