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© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Richard Howard, Startup Business Development
_RH...
• Know your customer
• Your First Sales
• Hiring your first Salespeople (Culture vs Relationship)
• Compensation
• Buildin...
Know your customer
• Who is your customer – their vertical, their size etc.
Where will they spend money?
• Who is your customer within the cu...
Your First Sales
• Should be founder-led
• Need to know what it’s like to sell your product/vision
• Founder should have d...
* From Christoph Janz’s blog, The Angel VC
Hiring your first Salespeople
• Knowing when you need to hire
• Interpreting past success (Salesperson vs company).
Can th...
Creating a compensation plan
• Early stage: Focus on activity based management –
calls, meetings, demo’s, prototypes.
• Cr...
vs
Building & Training Teams
• Demand Generation – inbound vs outbound
• Inside Sales, Outside sales or both
• SME, Corporate...
WORKING FROM THE
CUSTOMER
Backwards
backwards
Most companies write the software, they
get it all working, and then they throw it
over the wall to the marketing departme...
write the press release
write the FAQ
define the user interaction and write the
manual
Churn
• Every company experiences churn
• Measure churn. Drive it down
• Aim for negative MRR churn
• Save ‘At risk’ custo...
Thank You
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Startup Business Series: Scaling Your B2B Sales

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Learn tips and best practices around how to scale your sales effectively.

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Startup Business Series: Scaling Your B2B Sales

  1. 1. © 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved. Richard Howard, Startup Business Development _RHoward 20th September 2017 Scaling your B2B Sales
  2. 2. • Know your customer • Your First Sales • Hiring your first Salespeople (Culture vs Relationship) • Compensation • Building & Training Teams • Using your Salesforce to lead Product Development • Churn
  3. 3. Know your customer
  4. 4. • Who is your customer – their vertical, their size etc. Where will they spend money? • Who is your customer within the customer – CEO, CIO, CTO or distributed teams (Slack) • What are their hopes, dreams, fears? Greed or fear?
  5. 5. Your First Sales • Should be founder-led • Need to know what it’s like to sell your product/vision • Founder should have direct interaction with customers • Cold contacting – InMail vs Cold email vs Cold Call
  6. 6. * From Christoph Janz’s blog, The Angel VC
  7. 7. Hiring your first Salespeople • Knowing when you need to hire • Interpreting past success (Salesperson vs company). Can they do early stage? • Culture vs Relationships
  8. 8. Creating a compensation plan • Early stage: Focus on activity based management – calls, meetings, demo’s, prototypes. • Create the plan that works for your company and size • Base/Bonus/Accelerator • Reward the winners, penalize the losers
  9. 9. vs
  10. 10. Building & Training Teams • Demand Generation – inbound vs outbound • Inside Sales, Outside sales or both • SME, Corporate, Enterprise • Channels: AWS Marketplace, Salesforce App Exchange, Resellers • Invest in training and CRM systems
  11. 11. WORKING FROM THE CUSTOMER Backwards backwards
  12. 12. Most companies write the software, they get it all working, and then they throw it over the wall to the marketing department, saying ‘here is what we built, go write the press release.’ That process is the one that’s actually backwards.” Jeffrey P. Bezos Founder and Chief Executive Officer Amazon.com, Inc.
  13. 13. write the press release
  14. 14. write the FAQ
  15. 15. define the user interaction and write the manual
  16. 16. Churn • Every company experiences churn • Measure churn. Drive it down • Aim for negative MRR churn • Save ‘At risk’ customers – “Nearly churned”
  17. 17. Thank You

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