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10 Things B2B
Startups Need To
Know Before They
Start Selling
Brian Manning
@bcmanning
www.briancmanning.com
A stranger watching a sales
presentation should have a
difficult time deciphering the
buyer from the seller
1
Instead of always be closing,
always be leaving
2
Don’t criticize your
competition because you
have no competition
3
Be wildly curious, not certain
4
Your project champion should
be the same person that is
going to get a bonus if your
product works
5
In your first meeting tell your
prospect that what they’re
doing is completely wrong
6
People buy with their heart
and justify it with their brain
7
Your prospect doesn’t know
how to buy your product, so
do it for them
8
Never leave a meeting
without talking about your
product’s flaws
9
Senior people buy reporting,
junior people buy features
10
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10 Things B2B Startups Need To Know Before They Start Selling

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Sales advice for founders and early-stage leaders looking to begin or accelerate their sales efforts.

Published in: Sales
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10 Things B2B Startups Need To Know Before They Start Selling

  1. 1. 10 Things B2B Startups Need To Know Before They Start Selling Brian Manning @bcmanning www.briancmanning.com
  2. 2. A stranger watching a sales presentation should have a difficult time deciphering the buyer from the seller 1
  3. 3. Instead of always be closing, always be leaving 2
  4. 4. Don’t criticize your competition because you have no competition 3
  5. 5. Be wildly curious, not certain 4
  6. 6. Your project champion should be the same person that is going to get a bonus if your product works 5
  7. 7. In your first meeting tell your prospect that what they’re doing is completely wrong 6
  8. 8. People buy with their heart and justify it with their brain 7
  9. 9. Your prospect doesn’t know how to buy your product, so do it for them 8
  10. 10. Never leave a meeting without talking about your product’s flaws 9
  11. 11. Senior people buy reporting, junior people buy features 10

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