This document provides a general framework for early stage sales at startups. It discusses the importance of proving product-market fit and iterating based on customer feedback. It recommends hiring salespeople who are relationship builders and challengers. The document outlines a hiring framework based on "tours of duty" rather than lifetime employment. An ideal sales candidate is always learning. It also provides overviews of sales strategies, processes, methodologies, and tools that can be used at startups.
What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
Many startups approach marketing in a very tactics-oriented way by selecting how they will market and then tuning that based on prospect responses. In this presentation I make a case for a more systematic approach that starts and ends with customer knowledge. This presentation was given at The International Startup Festival in Montreal on July 12, 2012
What do you do when all your marketing results stink? Sometimes you have a problem that is underpinning all of your marketing efforts. This presentation talks about testing you can do to see if you have a problem with your underlying positioning and strategy.
Many startups approach marketing in a very tactics-oriented way by selecting how they will market and then tuning that based on prospect responses. In this presentation I make a case for a more systematic approach that starts and ends with customer knowledge. This presentation was given at The International Startup Festival in Montreal on July 12, 2012
The Product Market Fit Cycle (Updated to v. 2.0)Carlos Espinal
This presentation was used for my talk at HowToWeb 2014 in Bucharest Romania and is the updated presentation to my blog post on the subject - http://thedrawingboard.me/2013/05/03/the-product-market-fit-cycle/
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...Heinz Marketing Inc
Eloqua's Anthony Best shares the best practices and practical guidance for tracking marketing information that matters in B2B marketing. Presented at the 2013 Modern Marketing Roundup with Heinz Marketing.
Re-Thinking How We Sell - How We "Surround Sell" at InfluitiveSales Hacker
Re-Thinking How We Sell - How We "Surround Sell" at Influitive
Emmanuelle Skala, VP of Sales, Influitive
Sales Hacker Series - San Francisco
February 2015
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Here at Ebsta we are fanatical about productivity, CRM and sales. So we have put together a short presentation with the top 10 questions you should ask your prospects in order to diagnose their problems and increase your sales.
Full Funnel Marketing – Integrating Sales & Marketing to Increase Results & S...Heinz Marketing Inc
Marketing success today requires far more than delivering leads to sales – it requires a full-funnel approach that addresses every stage of the buying journey and sales process. This presentation will highlight specific best practices, habits and proven methods used by modern B2B marketers to increase the measurable impact of their work.
Innovation Workshop - Your Marketing is Broken! Come fix it!Shervin Talieh
UCI, Paul Merage School of Business - The Beall Business Innovation Workshop - Session 2
Lessons from Dropbox, Etsy and other companies. Traditional marketing vs modern marketing.
Marketing analytics.
Community 101.
Conversion optimization.
The Product Market Fit Cycle (Updated to v. 2.0)Carlos Espinal
This presentation was used for my talk at HowToWeb 2014 in Bucharest Romania and is the updated presentation to my blog post on the subject - http://thedrawingboard.me/2013/05/03/the-product-market-fit-cycle/
Eloqua on Metrics that Matter at the 2013 B2B Modern Marketing Roundup with H...Heinz Marketing Inc
Eloqua's Anthony Best shares the best practices and practical guidance for tracking marketing information that matters in B2B marketing. Presented at the 2013 Modern Marketing Roundup with Heinz Marketing.
Re-Thinking How We Sell - How We "Surround Sell" at InfluitiveSales Hacker
Re-Thinking How We Sell - How We "Surround Sell" at Influitive
Emmanuelle Skala, VP of Sales, Influitive
Sales Hacker Series - San Francisco
February 2015
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Here at Ebsta we are fanatical about productivity, CRM and sales. So we have put together a short presentation with the top 10 questions you should ask your prospects in order to diagnose their problems and increase your sales.
Full Funnel Marketing – Integrating Sales & Marketing to Increase Results & S...Heinz Marketing Inc
Marketing success today requires far more than delivering leads to sales – it requires a full-funnel approach that addresses every stage of the buying journey and sales process. This presentation will highlight specific best practices, habits and proven methods used by modern B2B marketers to increase the measurable impact of their work.
Innovation Workshop - Your Marketing is Broken! Come fix it!Shervin Talieh
UCI, Paul Merage School of Business - The Beall Business Innovation Workshop - Session 2
Lessons from Dropbox, Etsy and other companies. Traditional marketing vs modern marketing.
Marketing analytics.
Community 101.
Conversion optimization.
Marketing and sales part 2 of 3. In this section there's an overview of sales. From the definition to potential jobs that sales individuals can have and more.
Presented at Open Source 101 2023 - Charlotte
Presented by Swarna Podila
Title: The Mystical Nature of Open Source Marketing
Abstract: Marketing, in general, is probably an enigmatic function for most folks who are not familiar with the function. While one may misconstrue that the Marketing team handles conferences and/or events, let us take a moment to recognize that that is not all that the Marketing team is responsible for. The marketing team is like a beautiful layer cake that has multiple functions within, with each team having a unique responsibility for creating, generating, and nurturing awareness and demand for the company and company’s product portfolio in the relevant markets.
And if you think that was nuanced, wait until you hear about the elaborate and orchestrated coordination that is required in “Open Source Marketing”.
In this session, I will talk about the fundamental differences in traditional B2B (business-to-business) marketing approaches and open source marketing approaches. The audience will understand the importance of the differences in approaches and will walk away with a better understanding of Open Source Marketing.
Selling to the IT Staffing Industry is challenging. With constant turnover in our industry and a very low barrier to entry, the salespersons job within IT staffing is continuing to become commoditized. Staying at the top of the pack requires a strategic and methodic sales approach. With so many players in the market, sales professionals need to stay focused and memorable if they want to move the sales process along and close the deal.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
WebSummit 2018 - 9 Secrets for Startup SuccessDavid Skok
Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
Costanoa Expert Series: Turning Win/Loss Analysis into Buyer InsightsCostanoa Ventures
We were thrilled to have Alan Armstrong, CEO of Eigenworks, and Ryan Whitney, VP at Gainsight, present best practices on win/loss analyses for early stage companies.
The presentation covers:
--How buyer stories and metrics can be used to create impactful case studies that drive sales.
--How to create better visibility and transparency in buyer data and behavior, so you truly understand the “voice of the customer”.
--Best practices to self-report with the sales team, conduct in-house surveys, and leverage outsource partners to get a complete win-loss dataset.
Startup Workshop for FITI, a government-led startup program aims for academic talent or team to join and bring the startup "From IP to IPO".
The course is about:
To lighten up the Know (Startup ABC) and the Do (Startup DNA) for the newly established startup team to transfer their mindset to their behavior in a variety of pitch scenarios. Numerous real-life examples went through for the participants to take the seat exchange from the seller to buyer, then back to the seller for shaping effective and interesting pitch points and pitch style.
Host:
FITI Program at CTSP (Central Taiwan Science Park Bureau), Taichung, Taiwan
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
How to build a startup SLASSSCOM Talk Aug 2015Raomal Perera
An introduction on how to build a startup using lean techniques. The talk was hosted by SLASSCOM and sponsored by Virtusa, Regus Sri Lanka and Pick Me.
This presentation starts with entrepreneurship description, two entrepreneurship types: Small medium enterprise (SME) and Innovation driven entrepreneurship (IDE) and about startup, startup stages, and forming a simple team to start a business. Also considering startup skill set.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
PayPal Services Features-
🟢 Email Access
🟢 Bank Added
🟢 Card Verified
🟢 Full SSN Provided
🟢 Phone Number Access
🟢 Driving License Copy
🟢 Fasted Delivery
Client Satisfaction is Our First priority. Our services is very appropriate to buy. We assume that the first-rate way to purchase our offerings is to order on the website. If you have any worry in our cooperation usually You can order us on Skype or Telegram.
24/7 Hours Reply/Please Contact
usawebmarketEmail: support@usawebmarket.com
Skype: usawebmarket
Telegram: @usawebmarket
WhatsApp: +1(218) 203-5951
USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
10. SO WHO DO YOU HIRE?
● 2009 CEB Inc study
● 6,000+ interviews.
● 5 Different Profiles:
○ The Relationship Builder
○ The Challenger
○ The Problem Solver
○ The Lone Wolf
○ The Hard Worker
● Which of these would you hire?
11. THE CHALLENGER 💪🏾:
53%
of customer loyalty is driven by the
sales experience - not brand, price,
or even the product.
13. SO HOW DO YOU HIRE?
“Employees, managers, and
employees need a new
relationship framework where
they make promises to each other
that they can keep.”
-REID HOFFMAN
LinkedIn
14. THE HIRING FRAMEWORK
● Lifetime Employment = 💀
● Employment is an Alliance (NOT a “family”)
● Alliance Agreement
○ “Tours of Duty”
● Measure for intellectual curiosity
● Sales role play
○ Ex. live sales cold call
18. SO HOW DO YOU SELL?
● strategy
● process
● methodology
19. SALES STRATEGY:
strategy = revenue generation model
= inbound vs. outbound vs. hybrid
inbound = content to capture prospects
= to produce qualified leads (MQLs)
outbound = proactive sales activity
= to produce qualified leads
(SQLs)
hybrid = Account Based Marketing (ABM)
24. SALES STACK:
sales stack = the tools, vendors, and
processes that support sales activities
= at scale
= internal (SLA)
= prospecting
= to CRM
= to signature
Credibility
Financial Advisory background (but hated it)
Broke into #miamitech in 2012 (got lucky)
LiveNinja
2 pivots
Hired sales team
Built out processes
Generated almost $250K in ARR
Closed small, medium, large enterprise deals
HP Enterprise; Rebecca Minkoff; Combatant Gent
Amazing advisors (Mark Crofton)
Won 2015 APAC Citi Mobile Challenge (won the right to pilot)
Octopi team now (Why?)
Co-founders
EE #3
Helping lead sales and marketing
WE’LL BEGIN WITH THE FAMOUS QUOTE:
And I’d like for you all to fill in the blank for me on this -
SALES - IS - AN
__________.
WRONG!
Sales is a set of processes
I like to think that it’s a set of repeatable processes with a human component on top
Engineers & Sales leaders make awesome CEOs
(not to downplay anyone else’s ability)
That’s tightly tied to product and marketing:
A product by itself can’t sell
It needs to be marketed
Marketing delivers the right messages to sell
But how do you know marketing is delivering the right messages?
This is where your first sales hire comes in..
Most important thing:
YOUR FIRST SALES HIRE WILL ACCELERATE YOU TOWARDS PRODUCT MARKET FIT
Don’t expect someone to come in there and automatically start closing deals. Doesnt work that way.
PMF is where you have the optimal mix of:
Product and
Marketing
And the business development
To produce repeatable sales & growth.
Getting there is difficult though
90% of startups fail
Most never find PMF or think they have it and DON’T
Marc Andreesen of a16z said it best
market is the most important factor in a startup's success or failure
WHY
“ In a great market -- a market with lots of real potential customers -- the market pulls product out of the startup”
Mike Maples, Floodgate Capital:
PMF is a tango
The market leads
The startup follows
Andy Rachleff
Rachleff's Law of Startup Success:
The #1 company-killer is lack of market.
How he puts it:
When a great team meets a lousy market, market wins.
When a lousy team meets a great market, market wins.
When a great team meets a great market, something special happens.
You have to prove your product’s hypothesis
Just because you’ve built a tool doesn’t mean you’ve solved the problem
NOR that you have found the right solution
You must know the problem intimately
The only way you Market Needs to “BUY” into your solution
And that needs validation
You have to clearly solve a problem aka “a pain point”
How do you know the problem?
TALKING TO THE CUSTOMER
THIS is the job of Sales
“LATHER RINSE REPEAT”
STEVE BLANK
Eric Ries’ professor.
Customer Discovery focuses on testing hypotheses and understanding customer problems and needs – in front of customers – by the founders
Customer Validation is where you develop a sales model that can be replicated and scaled
Customer Creation is creating and driving end user demand to scale sales
Company Building - transitions the organization from one designed for learning and discovery to a well-oiled machine engineered for execution
GROWTH!
BY Mark Roberge
CRO of Hubspot
...who took the company Public
from $0 to $100MM in Revenue
SCALING LEAN by Ash Maurya
CEB Inc.
Public company
That specializes in research, global best practices, and consulting.
2009, in the peak of the recession
sales leaders were curious how some of their reps continued to crush quota
When most were not
What they found were that sales professionals fit one of five profiles
The Relationship Builder - consultative, builds advocates
The Challenger - different view of the world, pushes customer
The Problem Solver - detail oriented, reliably responds to stakeholders
The Lone Wolf - follows own instincts, hard to manage, but delivers
The Hard Worker - self-motivated, doesn’t give up
Question: Who of these would you hire?
ANSWER: THE CHALLENGER!
40% of high sales performers primarily used a Challenger style
More than 50% of all star performers fit the challenger profile in complex sales
High performers were more than 2x likely to use a Challenger approach than any other approach
Only 7% of top performers took a relationship- building approach.
BY MATTHEW DIXON
AND BRENT ADAMSON
CEB Inc.
Public company
That specializes in research, global best practices, and consulting.
2009, in the peak of the recession
The traditional hiring model of “lifetime employment is dead”
Companies can’t afford it
New hires don’t want to
Employment is an ALLIANCE
Not a family - You wouldn’t fire your family members.
Finite terms and clear expectations
Maximize company’s value
Maximize the employee’s development
And “market value” afterwards
Reid’s model for linkedin includes 3 “TOURS OF DUTY”
1. Rotational (2-4 years)
2. Foundational (5+ years)
3. Transformational (forever)
And you have to screen for intellectual curiosity
Role related
Ask “what are the top 3 authors they admire and why”
Sales Role Play
Have them tell you what they think the best sales process would be
Then have them execute on it
Even a call!
THE ALLIANCE
By REID HOFFMAN
(Co-founder & Chariman of LinkedIn)
(just sold to MSFT for $26B)
So now you have a better picture of who that first sales hire ought to be -
Someone who is passionate about the cause
yet motivated by money
Who’s a “challenger”
And Intellectually curious.
At OCTOPI one of our values is “ABL.”
Always Be Learning
This is someone who loves to consume content
And constantly seeks to improve his or her expertise
You want someone who Tech news and industry trends
Who reads books
Is an avid podcast listener,
Blog reader (reading, writing, AND commenting)
And connects with her sales peers
Not one-size-fits all
Earlier stage companies need to be optimized to win new accounts
What stage is your organization in the startup lifecycle
Seed vs. series vs. IPO
And the MARKET
How complex is your sale + how sophisticated is your buyer
Strategy
Hierarching way you’re going to achieve your revenue goals
inbound vs. outbound vs. hybrid (account-based marketing - ABM)
Inbound = typically content marketing & thought leadership
Outbound = your cold emailing and cold calling,
Hybrid = Account based marketing (ABM)
Process
The execution of your strategy
Will vary based on the model
Individual steps to walk the customer “down the funnel”
Methodology
The “approach” your sales team will take
How you execute the different stages of the process
The revenue generating model your company chooses to adopt
Inbound
generating content
Social presence
Own blogs, company blogs
Thought leadership
To produce MARKET QUALIFIED LEADS
Outbound
Proactive sales activity
Like cold calling and emailing
Business development
Linkedin inmail
Hybrid
Serve ads to IP ranges
Consume content
Enter sales process
Example from predictable revenue
By Aaron Ross & Marylou Tyler
Former entrepreneur
Current VC at Storm Ventures
Marylou Tyler
Entrepreneur, Consultant, Speakerr
ROSS - invented the “cold calling 2.0” framework
2003 early hire at salesforce
Took them to $100 million PREDICTABLY
The sales bible
Cold emailing vs cold calling at scale
Methodology is kind of like the approach
How you want to execute the process
TONS of books
Some examples
KPI’s = key performance indicators
Vary depending on:
Role
Organization vs. personal
2 different methodologies
2 different companies
2 different products
Represents EACH piece of technology at each stage and their role
Typically integrated
BUILD your tech at scale
Internal
How your company will use iit (SLAs + document standardization in Google docs/dropbox)
C. EXTERNAL - SLA in this sense is different and what’s more “standard” in the high-tech industry. SLAs are traditionally to promise server uptime, and response time to tickets.
You’ll find a lot of different tools..
Prospecting tools
List building & Data enrichment (Datanyze standard now but expensive; email hunter & clearbit are the best free solutions)
Mail Merge/sales dev tools (Cadence built in; Close.io & SalesForce IQ)
VoIP dialers built in
ZenProspect
CRMs (cost & complexity differ)
Bootstrapped options (streak, insightly, zoho CRM)
Hubspot CRM free (but they’ll lock you in..)
SalesforceIQ if you have a solid budget (later on)
All roads lead to sales force..
Marketing Automation tools (activecampaign CHEAP!; hubspot; mandrill as you scale)