Sales primer for non sales startups
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Your startup needs sales, but no one on your team has sales experience. DON’T PANIC. As a founder, you’re actually the best person to be out selling, and you’re already doing it, even if you don’t realize it. This webinar will guide you to your first sale, give you some pro tips to make selling easier, and point out pitfalls to avoid.
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Sales primer for non sales startups
- 1. Rich Maloy IBM Global Entrepreneur remaloy@us.ibm.com @stoneybaby Sales Primer for Non-Sales Founders http://ibm.biz/salesprimer
- 2. Rich Maloy | remaloy@us.ibm.com | @stoneybaby2 Ibm.biz/salesprimer No sales experience No budget for a sales person No (or very little) revenue B2B leaning This is for founders who have Photo: Tech.co https://flic.kr/p/F9ntGS
- 3. Rich Maloy | remaloy@us.ibm.com | @stoneybaby3 Ibm.biz/salesprimer Passion & Vision Title Founders are the best ones for the job hiring a salesperson too earlyPitfall:
- 4. Rich Maloy | remaloy@us.ibm.com | @stoneybaby4 Ibm.biz/salesprimer Photo: Björn Bechstein https://flic.kr/p/hNH5RT
- 5. Rich Maloy | remaloy@us.ibm.com | @stoneybaby5 Ibm.biz/salesprimer Building Credibility Clients Negotiations Conversations
- 6. 6 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Building Credibility Clients Negotiations Conversations
- 8. 8 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer NO is OK Photo: Thomas Hawk https://flic.kr/p/aDHfHc
- 9. PRO TIP: GET TO NO
- 10. 10 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Expect NO Ask until you get NO Get to NO
- 11. 11 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Photo: Brendan Yell http://bit.ly/1XHuuU5 Be Curious
- 12. 12 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Building Credibility Clients Negotiations Ask for permission Ask for referrals - Paul Graham http://paulgraham.com/ds.html not being focused on your first clientPitfall:
- 13. 13 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Photo: Kristina Alexanderson https://flic.kr/p/anZ4KH
- 14. Rich Maloy | remaloy@us.ibm.com | @stoneybaby14 Ibm.biz/salesprimer Giveitaway? Give it away? Giveitaway Giveitaway
- 15. Rich Maloy | remaloy@us.ibm.com | @stoneybaby15 Ibm.biz/salesprimer NO* Devalues your product No skin in the game Feedback
- 16. Rich Maloy | remaloy@us.ibm.com | @stoneybaby16 Ibm.biz/salesprimer Value exchange PAID*
- 17. Rich Maloy | remaloy@us.ibm.com | @stoneybaby17 Ibm.biz/salesprimer Path to paid 1. Goals 2. Timeline PAID* not hiring a lawyerPitfall:
- 18. 18 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Paying customers in segments Leads not being followed up Ready to hire?
- 19. 19 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Hiring Pitfalls sales process heavyPitfall: background mismatchPitfall:
- 20. 20 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer Sales funnel/pipeline Streak for Gmail or Yesware Process
- 21. 21 Rich Maloy | remaloy@us.ibm.com | @stoneybaby Ibm.biz/salesprimer You never know unless you ask - Ann Bea Maloy
- 22. Rich Maloy IBM Global Entrepreneur remaloy@us.ibm.com @stoneybaby Questions? http://ibm.biz/salesprimer Little Red Book of Selling Jeffrey Gitomer Traction Gabriel Weinberg and Justin Mares Resources
Editor's Notes
- Sales, as a word, is intimidating. This presentation started as a coaching session… my mentor who left IBM to go create his next startup (he sold his first to IBM) was asking me one day for advice on how to sell. In the “hacker & hustler” model of co-founders, his team was all hackers—and he was the closest thing to a hustler they had. So one day during our weekly talk, he turned the table around and asked me for advice on how to sell. Here’s the big secret, sales doesn’t have to be intimidating. It can be as simple as asking someone to check out your product, or to let you give them a demo. Can you talk to people? Are you willing to ask people questions?
- You can’t replicate passion. Passion, mission, vision – these things will carry you to places that process won’t. Blazing DB story Outside of friendly circles – titles matter
- Is it OK to give it away? No* Devalues your product, doesn’t drive usage Think of that gym membership Feedback is as critical as sales
- Is it OK to give it away? No* Devalues your product, doesn’t drive usage Think of that gym membership Feedback is as critical as sales
- Do not underestimate the power of the discount
- Temptation Don’t‘ give in to the dark side
- “beta access”
- “beta access”
- Word tracks Might be the hundredth time you’ve said that you said take 24 and divide it by 3 to get 8, but it’s the first time that person has heard it.
- This can be the most terrifying part Aside from the thought of having Alec Baldwin telling you that coffee is for closers
- Going to get asked by your investors for this – a lot Sales