Lean Startup Principles for Sales (2011)

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Entrepreneur Clara Shih's keynote presentation at the Lean Startup Conference in 2011 …

Entrepreneur Clara Shih's keynote presentation at the Lean Startup Conference in 2011
- Startup Lessons Learned explores what it takes to succeed in building a lean startup. The goal is to give practitioners and students of the lean startup methodology the opportunity to hear insights from leaders in embracing and deploying the core principles of the lean startup methodology. The day-long event will feature a mix of panels and talks focused on the key challenges and issues that technical and market-facing people at startups need to understand in order to succeed in building successful lean startups.


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  • 1. Hearsay Social Lessons Learned How to innovate, accelerate, and succeed in B2B Clara Shih CEO and Co-Founder May 23, 2011@clarashih
  • 2. What is Hearsay Social? CONTENT • COMPLIANCE • ANALYTICS “Hearsay is changing the world for the better”From Corporate To Local To the People@clarashih
  • 3. Doesn’t work for B2B@clarashih
  • 4. 1. Start as an expert@clarashih
  • 5. 2007 2008@clarashih
  • 6. Tip: Help write your customers’ success criteria@clarashih
  • 7. 2. Embrace agile selling@clarashih
  • 8. Closed Validated Lead Opportunity Won/Lost Learning@clarashih
  • 9. Customer Development Sales and Marketing Tactics • Pair selling 2 reps on 1 deal • Just-in-time marketing collateral • Who, what, when, where, why? Five why’s Use missed milestones and deals lost to drive selling process improvements@clarashih
  • 10. Who won the deal? Why did the customer buy? When did we start talking to them? Where is the budget coming from? What did we learn?@clarashih
  • 11. @clarashih
  • 12. 3. The real learning only begins after you close the deal@clarashih
  • 13. @clarashih
  • 14. @clarashih
  • 15. Tip: Hire PMs as account managers@clarashih
  • 16. How do we make them super successful? What can we test and learn together? Is this a good customer for our product?@clarashih
  • 17. 4. Launch with a bang@clarashih
  • 18. @clarashih
  • 19. Use social media to stayconnected and amplify your efforts http://www.facebook.com/ hearsaysocial@clarashih
  • 20. 5. Stay in touch@clarashih
  • 21. Clara Shih, CEO/Co-Founder clara@hearsaysocial.com facebook.com/hearsaysocial @hearsaysocial@clarashih