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

1. 10 Things B2B
Startups Need To
Know Before They
Start Selling
Brian Manning
@bcmanning
www.briancmanning.com

2. A stranger watching a sales
presentation should have a
difficult time deciphering the
buyer from the seller
1

3. Instead of always be closing,
always be leaving
2

4. Don’t criticize your
competition because you
have no competition
3

5. Be wildly curious, not certain
4

6. Your project champion should
be the same person that is
going to get a bonus if your
product works
5

7. In your first meeting tell your
prospect that what they’re
doing is completely wrong
6

8. People buy with their heart
and justify it with their brain
7

9. Your prospect doesn’t know
how to buy your product, so
do it for them
8

10. Never leave a meeting
without talking about your
product’s flaws
9

11. Senior people buy reporting,
junior people buy features
10