This document discusses learning sales process design through reverse engineering. It instructs the reader to imagine themselves running SV.CO and designing their sales process to find customers. By going through this thought exercise, the reader can learn an "abstract pattern" of thinking from the customer's perspective. Once mastered, this pattern can be applied to designing a sales process for one's own company or product. The document emphasizes that truly understanding comes from practicing and applying concepts, not just passively learning about them.

2. Learning to Design Sales
Process by
Reverse Engineering
SV.CO
Sanjay Vijayakumar

3. All companies need at-least 1 customer to move from step 3 to step 4

4. “Finding a customer” is an
abstract concept because you
have not done it before.

5. “Addition” - the process by
which you add two numbers
was also an abstract concept
once.

6. If you understand addition -
then you can add any two
numbers.

7. If “you” were teaching in college,
you would have taught very
differently from the current
teachers.

8. But the teacher doesn't
realise this.

9. This is because the teacher
cannot “think from the
customers shoes”.

10. Founders have to learn the art of “thinking
from customers shoes” so that you can
convey the “value” of your product in a
language that customers can understand.

11. Thinking from customers
shoes is an abstract pattern.

12. You can learn this pattern by
reverse engineering.

13. Todo Target: Reverse
Engineer the Sales Process
of SV.CO

14. If you were running SV.CO,
how would you find
customers?

15. Why?

16. SV.CO is possibly the best
product you know now really
well

17. How will you design the sales
process of SV.CO?

18. 1. Who is the customer?
2. How will you find him?
3. What will you tell him?

19. Once you do this thinking, an
Abstract Pattern of thinking from
customer shoes will come to your
head.

20. Now, you will be able to think more
clearly on how to find your own
customers and design your sales
process.

21. Exactly like you can add any
two numbers once you
understand the abstract of
addition.

22. Lessons like Customer Persona, Story Narrative etc will all start making
sense now.
For example - not everyone is a SV.CO customer.
Only students who are able to work in teams and have a developer,
designer and product engineer can join SV.CO

23. The deeper you think about designing the
sales process of SV.CO, the deeper the
abstract thinking pattern will become in
your head.

24. Deeper the pattern, the better
you will be able to use it to solve
your own problem of finding a
customer.

25. Tip: We learn about quadratic
equations, but we never use
them in real life.

26. In real world, every company and successful
startup has a customer. If you learn this
abstract thinking, you will be able to use it all
through your life - whether in your company or
for someone else.

27. If you are successful, you will
go to Step 4 and continue your
journey in 10 steps to ROI

28. Also write down your insight in your
timeline entry as to what you learnt
on designing sales process through
this process of reverse engineering

29. Insight = new learning, action items
or other todo tasks.
All because you
performed this task.

30. Insight pointers: The real understanding of previous
topics will come out clearly as you attempt this task.
1. Customer Persona
2. Growth and Value Hypothesis
3. Story and Narrative

31. Don’t forget to check
the Rubric for pointers.