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Marketing and Sales strategies for Startups
The document discusses marketing and sales strategies for B2B and B2C startups, emphasizing phone sales effectiveness with higher revenue opportunities for larger sales. It compares various sales strategies and outlines the significance of understanding buyer demographics and needs. Additionally, it highlights essential resources and tactics for early-stage marketing, including leveraging LinkedIn for lead generation.
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Marketing and Sales strategies for Startups
- 1. Marketing & Salesfor B2B & B2C Startups" " for Early Stage Start-ups! by Bryan Starbuck CEO of . CEO at , before acquisition 1
- 2. Sales & Marketing With Sales Teams (B2B) 2
- 3. Is Phone SalesStrategy for Me? NO If each sale is less than $8k to $15k Yes If $15k+ in each sale 3
- 4. High Growth fromPhone Sales 2008 Revenues from Phone Sales Strategy companies… $168 million $215 million $163 million $295 million $152 million $87 million $1 billion $178 million 4
- 5. Sales Strategies Sales eCommerce Phone Channel Strategy Sales Sales • No Sales People • Lower Risk • No Sales People (no capital) Marketing (no capital) • Higher Prices • Sales is • Faster to scale Outsourced Pros Sales • Most benefits from • Able to Create Phone Sales Demand • Higher Risk • Capital needed for • Often not an Marketing Sales Team option Cons • Lower Prices • Time needed for • Risk that Channel • Can’t Scale as Sales Efficiency won’t perform Easily 5
- 6. B2C vs Smallvs Mid-Market vs Enterprise Consumers B2B B2B B2B B2C Small Mid-Market Enterprise Companies 0 to 1,000 1,000 to 20,000 20,000+ Employees Employees Employees eCommerce Phone Sales 6
- 7. Phone Sales --Lead Marketing Number of Leads Lead Cost-Per- Marketing Lead Lead Quality 7
- 8. Marketing for PhoneSales Dave McClure’s eCommerce If you are Marketing Model closing sales at the “Prove it” Alpha stage: Get Leads from Linked-In It is perfect for your early scrappy stage 8
- 9. Must Read Books The Perfect Spin Selling SalesForce by Derek Gatehouse by Neil Rackham 9
- 10. Buy-Offs needed toClose Understand Participants Financial User Buyer • Map out Demographics Buyer • Tactics to unblock each • Showing ROI often required • Don’t interview “friends” to find blocking issues Technical Final Decision Buyer Maker 10
- 11. Closing the Sale • CLOSE when they RECOGNIZE value • Know when progress isn’t happening • Handle Budgets & Finalizing details 11
- 12. NO Sales Teams B2C & B2B 12
- 13. Dave McClure marketingModel 13
- 14. Your Positioning andUniqueness Old School New School HIGH COST Manual Solution High Cost Market Leader Is Your Startup here or here LOW COST Market Leader Low Cost 14
- 15. Hotmail.com GROWTH HACKIN G TO: JimFriend@aol.com From: Me@aol.com Sent by hotmail.com 15
- 16. AirBnB GROWTH HACKIN Customer G Post to AirBnB Post to CraigsList 16
- 17. Digg GROWTH HACKIN G Many Websites Digg.com 17
- 18. “INBOUND” OR SEOMOZ STY LE “X Problem” can be solved better our unique uniquely by “Y Solution” which we rock at Blogging Facebook Articles 18
- 19.