the 7 deadly startup sales sins by upshift
TRANSCRIPT
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The startup sales Cycle
2
CustomerDiscovery
CustomerValidation
CustomerCreation
CompanyBuilding
IncubateValidate
Scale
8-14mo3-6mo 8-14mo
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HOW TO AVOID
4
• Focus on less segments & verticals, optimize them then replicate
• Focus on customers with most urgent, pervasive and costly need
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HOW TO AVOID
6
• Recognize these are two different jobs
• Blueprints first, build second
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HOW TO AVOID
8
• Recognize difference between traction and scale
• Get sales people profitable before hiring more
• Total visibility into all stages of the sales process
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HOW TO AVOID
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• Start charging early
• Focus on getting to breakeven
• Cut frivolous spending
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HOW TO AVOID
12
• Segment job roles
• Delegate or outsource low leverage tasks
• Remove client success from responsibilities
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HOW TO AVOID
14
• Remove ego from decision making
• “What do the numbers say?”
• Let data drive decisions
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HOW TO AVOID
16
• What gets measured gets managed
• Trending in reporting
• Identify and manage lead measures
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17
We had zero sales experience at Thumbtack, so we decided to team up with Gabe because of his past successes scaling sales teams to 100+. Most of our work with consultants over the years hasn't been successful, but Gabe is a rare exception. He helped us create a productive sales team from square one in just a few months, which would have taken us at least twice as long by ourselves. Most importantly, we now have the internal expertise to continue to build this ourselves.
Jonathan
Swansonco-founder and president
“
”
Upshift Partners
upshiftpartners.com
Gabriel Luna-OstaseskiFounder
Growth Stage Sales Accelerator
CONTACT US