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20 things I learnt about sales in a fast growing start-up

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I made this presentation at a sales offsite of a company that had invited me for a guest talk.

Published in: Sales

20 things I learnt about sales in a fast growing start-up

  1. 1. 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA SALES DESIGNER
  2. 2. IN THE EARLY DAYS, LOOK FOR "ANGEL INVESTOR" CLIENTS ANGEL INVESTOR CLIENTS ARE VERY AMBITIOUS ABOUT GROWING THEIR BUSINESS AND TEND TO BET ON NEW "VENDORS" IF THEY SEE POTENTIAL. YOUR COMPANY'S STORY NEEDS TO BE PART OF THE PRODUCT PITCH. 1 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  3. 3. PRODUCT SPECIALISTS WHO CAN SELL > SALESPEOPLE BUYERS ARE LOOKING FOR CONTEXTUAL PROBLEM SOLVING AND PURCHASE ASSISTANCE, NOT SCRIPTED FEATURES AND BENEFITS. 2 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  4. 4. EDUCATE, NOT SELL FOR THE UNINITIATED, TECHNICALITIES OF MODERN PRODUCTS ARE FAIRLY COMPLEX TO UNDERSTAND. BECAUSE, INTERNET. 3 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  5. 5. TRADE, NOT NEGOTIATE PRODUCT / SERVICE SALES IS NOT A HOSTAGE SITUATION. WHEN WE GIVE CONCESSIONS, WE TAKE SOMETHING IN RETURN. 4 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  6. 6. PREPARE AN IMPACTFUL VERNACULAR PITCH PITCHES TEND TO LOSE IMPACT WHEN TRANSLATED 5 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  7. 7. SALES REALLY STARTS AFTER THE PRODUCT IS SOLD FOR MODERN PRODUCTS, CUSTOMERS TEND TO OPT OUT EARLY IF THEY DON'T SEE A QUICK WIN. TRACK "EARLY USAGE" METRICS. 6 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  8. 8. "BUYING COMMITTEES" WILL MAKE YOUR LIFE MISERABLE MULTIPLE STAKEHOLDERS INFLUENCE PURCHASE DECISIONS. POLITICKING AND DECISION MAKING BY CONSENSUS CAN RUIN AN OTHERWISE SIMPLE SALE. IDENTIFY STRATEGIC BUYER AND INTERNAL CHAMPION EARLY IN THE PROCESS. NAVIGATE CAREFULLY. MOST IMPORTANTLY, LEARN FROM THE MASTERS. 7 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  9. 9. REFUSING TEA IS A SIN. OR COFFEE. BUYS TIME FOR CONVERSATION. CAFFEINE / NICOTINE IS THE NEXT BEST THING TO ALCOHOL / WEED TO GET CUSTOMERS TO OPEN UP. FUN FACT: 7/10 SALESPEOPLE DON'T END UP FINISHING THE CUP OF TEA / COFFEE. 8 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  10. 10. EVERY CUSTOMER IS A PRODUCT EXPERT YOU WILL RECEIVE LOTS OF FEEDBACK ON HOW YOUR PRODUCT SUCKS, NEW FEATURES SUGGESTIONS AND HOW YOU WILL LOSE TO COMPETITION IF YOU DON'T UP YOUR GAME. DON'T TAKE ALL OF IT TOO LIGHTLY OR TOO SERIOUSLY. 9 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  11. 11. YOU'LL LOSE WAYYY MORE THAN YOU'LL WIN THE WIN RATE IN EARLY DAYS IS FAR LESSER THAN WHEN THE BRAND IS ESTABLISHED. ARE YOU A GOOD LOSER? 10 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  12. 12. GETTING TOO FRIENDLY WITH CLIENTS EVENTUALLY BACKFIRES SALESPEOPLE TREAD THE FINE LINE BETWEEN BEING A FRIEND AND A CONSTRUCTIVE CRITIC. AGREEABLENESS IS NOT A VIRTUE IN THIS PROFESSION. 11 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  13. 13. "A/B TEST" OBJECTION HANDLING HELPS BEAT COMPETITION UNLIKE TRADITIONAL PRODUCTS, CUSTOMERS CAN USE COMPETING MODERN PRODUCTS SIMULTANEOUSLY AT LOW COST. ITS NOT ALWAYS AN "EITHER / OR" DECISION. 12 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  14. 14. EVEN THE BEST SALESPEOPLE MESS UP WHILE QUOTING PRICES ATTITUDE TOWARDS MONEY / ASKING FOR MONEY MATTERS A LOT IN START-UP SALES. 13 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  15. 15. YOUTUBE IS A GREAT PLACE TO LEARN SALES ONE VIDEO A DAY AND YOU'RE SORTED. BUY A JIO CONNECTION IF YOU'RE WORRIED ABOUT DATA. 14 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  16. 16. EXCEL IS THE NEW "PAPER" KNOWING SUM, PRODUCT, SUMPRODUCT ISN'T ENOUGH. LEARN "IF, THEN", PIVOTS AND OTHER ADVANCED FEATURES. 15 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  17. 17. MANAGING SCHEDULES IS A BIG PAIN CLIENTS WILL CANCEL, POSTPONE APPOINTMENTS. TIME OVERRUNS WILL HAPPEN IN MEETINGS. LEARN THE ART OF MANAGING TIME QUICKLY SO THAT YOUR TARGETS AND LOVED ONES DON'T BEAR THE BRUNT. 16 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  18. 18. POWERFUL EMAILS CAN INSPIRE PEOPLE CUSTOMERS AND COLLEAGUES ALIKE. 17 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  19. 19. CUSTOMERS HAVE B2C SERVICE LEVEL EXPECTATIONS FROM B2B COMPANIES B2C COMPANIES HAVE RAISED THE BAR OF CUSTOMER SERVICE. B2B COMPANIES AND SALESPEOPLE MUST CATCH UP. 18 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  20. 20. START-UP SALES IS AN EMOTIONAL JOB IT HAS THE HIGHEST NUMBER OF EMOTIONAL FLUCTUATIONS PER HOUR. LEARNING TO MANAGE YOUR THOUGHTS WILL HELP. ALSO, GO EASY ON YOURSELF. 19 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  21. 21. RELATIONSHIPS SUFFER COMPLAINING SPOUSES. ANGRY GIRLFRIENDS. FRUSTRATED PARENTS. SAVE YOUR RELATIONSHIPS. 20 20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

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