Sales Strategies for Start-Ups
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Sales Strategies for Start-Ups

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Choosing the right go-to-market sales strategy for your Start -Up can be a make or break decision. What do you do when you are just starting a business and need to build a customer base? This is the ...

Choosing the right go-to-market sales strategy for your Start -Up can be a make or break decision. What do you do when you are just starting a business and need to build a customer base? This is the situation thousands of new entrepreneurs find themselves in.

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    Sales Strategies for Start-Ups Sales Strategies for Start-Ups Presentation Transcript

    • Sales Strategies for Start-ups
      Kishore is co-founder and CEO of PK4 Software. He has over 25 years of experience building technology product and service companies. As CEO of PK4 , he is deeply involved in strategy , sales and technology direction for Impel CRM our flagship product. He’s a regular speaker in the areas of Cloud Computing, SaaS, CRM and Emerging Businesses at various forums like NASSCOM and TiE.
      @nmandyam
    • Sales Strategies for Start-Ups
      Narasimhan (Kishore) Mandyam, 23 Feb. 2011
    • Agenda
      Assumptions!
      Start-ups vs. Later-stage – what’s different?
      Defining your sales model
      Focusing your Sales Efforts
      Building a Sales Team
      Building Partnerships
    • I assume…
      I’m talking to a “lean” start-up
      Lots of passion, very little money
      We’re talking India market – largely
      Some techniques may work elsewhere, but…
      You (think you) know what you’re good at
      And what you’re not!
      You want a scalable sales model
      Referrals work well, but only to a point
    • Start-ups vs. Later-stage
      Market-space somewhat clear
      Sales techniques unclear
      Very small team – 5 to 25 people
      Multi-skilled people
      Founders sell, few others do
      Market-space very clear
      Sales model clear and established
      Team has some specialization
      Focused teams
      Founders market, others sell
    • The sales model
      Product or service – differentiators
      What are you good at? What not?
      Customer demographics
      Who’s your ideal prospect? Who would never buy?
      Positioning
      What words work best to describe benefits?
      Lead generation
      Where will you get your Leads from?
      Pricing
      What’s the basis for your pricing?
    • Some sales techniques
      Build Lead-flow
      Market online, advertise, whatever
      Target decision-makers
      But talking to the CEO may NOT help!
      Build a series of interactions
      Call, email, SMS – all BEFORE you meet!
      Sell a Story, not a Reference
      References work well for bigger companies
    • Focus your sales efforts
      Analyze
      Figure out what went right or wrong in each Lead
      Role-play
      Develop reasoning to handle customer objections
      Replicate
      Prospects in areas you’ve sold in – will that work?
      Iterate
      Refine demo slides, pitch, product descriptions…
    • Grow your sales
      Research prospects before you target them
      Use non-evangelical market positions
      Pitch your product but sell a solution
      Talk the prospect’s language, not yours
      Leverage your first Customers unabashedly
      Track Leads all the way to closure or rejection
      Tweak pricing, but only to a degree
      Look around for Partners
    • Build a Sales Team
      Hire when sales are predictable or stable
      Today’s funnel should predict next month’s sales
      Build effective – but simple – comp model
      Be generous, be flexible
      Strengthen Lead generation
      Don’t look at Lead generation as a Sales function
      Hire for adaptability, not for brand
      Lots of experience may not be a good thing!
    • Build Partnerships
      Think about who can bring you sales
      Partners bring sales, not resources
      Write up a clear Partnership model
      Domains, areas, percentages…
      Toot your horn
      Success brings Partner queries
      Deliver Leads to Partners
      Partners love success – their own!
      Track Partners like you do your salespeople
      Make them part of your CRM model
    • Contact Info
      PK4 Software Technologies Pvt. Ltd.
      Website: www.impelcrm.in
      Email: info@impelcrm.in
      Phone: +91-80-3008-0000
      Twitter: @impelcrm
      All the best!