B2B Sales Jumpstart

Why Do So Many Startups Fumble Sales?

 

If you ask founders who is their hardest hire, most will tell you “Good salespeople.” They spend months trying to find a salesperson with the right experience, who fails to deliver and eventually leaves. Why do successful salespeople fail so frequently at startups?

The reason is simple: Most startups hire salespeople before they understand the best Sales Process for their product and customers. Without a proven Sales Process, salespeople waste their time:

  • Trying to figure out who needs your product

  • Learning how to start the customer conversation about the problem and its cost

  • Talking to the wrong people

  • Trying to figure out what to do next at at customer accounts

  • And worst of all…choosing software, importing databases, searching for email addresses…

Set Up Your Sales Team For Success

What Your (Expensive) Sales Team Needs to Succeed

Experienced entrepreneurs sell to their first customers themselves. Then they develop a Repeatable Sales Process that leverages their understanding of the product, market and customers to close deals quickly. Here’s what those experienced founders provide to new sales hires:

  • • Market Segmentation that describes which customers are attractive today, which you will pursue later and which are undesirable

    • A breakdown of how customers perceive the Three Competitive Categories: direct competitors, indirect competitors and internal/homegrown competition

    • An in-depth understanding of how customers will evaluate your solution’s Risks and Implementation Costs

    • A process to smoothly integrate with Internal and Purchased Technologies used by customers

  • • A clearly defined Beachhead Market, where customers are ready to buy

    • An in-depth understanding of the Problem and its Cost, as recognized by customers

    • A credible vision of How the Problem Will Grow, and the cost of inaction

    • A crystal-clear Value Proposition from the customers’ perspective

  • • Sales Questions to uncover the problem, and help the customer understand its impact

    • A process to quantify the Cost of the Problem

    • Disqualification Questions so salespeople don’t waste time on the wrong prospects

    • A detailed understanding of the Hot Buttons that drive fast purchase decisions

    • A Customer Team Model, to identify and engage with all the necessary customer staff

    • Well-defined Trial/Quickstart Offers

    • A Pipeline Process to move customers through each sales stage from contact to close

    • Relevant Sales Metrics for tracking progress, closing deals and constant improvement.

  • Business Model

    • Attractive pricing

    • Evaluation/introductory offers that lower risk

    • Negotiation options (discounts for up-front payment, longer term, volume licensing, etc.)

    Messaging:

    • A Website that tells your company’s story

    • Testimonials and other third party proof

    • Presentations that put the customer in the story

    • Demos, videos, cost or ROI calculators, white papers

    • A Product Roadmap that shows customers how you will grow with them over time

    • Social marketing

    • Outbound/Inbound campaigns

    Sales Contracts & Documents:

    • NDA

    • License agreement

    • Evaluation agreement

    • Terms & conditions

    Tools:

    • CRM/customer database

    • Zoom/video conferencing

    • Calendly/scheduling

 Introducing the 90-Day Sales Jumpstart Program

SalesDev.Global can help you make your first salespeople productive immediately. We will work with your team to build out a process that works for you, based on the Components of a Sales Process above. Together we will test and refine everything with customers to optimize each step. If you have already created pieces of the puzzle, we will start with those and refine them further.

Choose from two Sales Jumpstart options:

 
 

Inbound/Outbound Jumpstart

If you need to jumpstart outbound messaging to customers to create lead flow, this is for you. SalesDev.Global will work with your team to:

  • Identify contacts at target accounts that feel the pain you solve

  • Create an outbound campaign to contact them and start the sales process

  • Build digital marketing channels that drive inbound inquiries in your B2B market

  • Tell your story online with landing pages, videos, success stories and social media

 
 
 

Founder Jumpstart

Choose this option to accelerate a founder’s path to deep understanding of customer issues. Founders make the best early sales people, because they can align the company to solving those issues.

This your opportunity as a founder to:

  • Identify the customer segment that will be the first to buy

  • Start personal relationships with customers as potential partners, investors or acquirers

Don’t Postpone Sales Any Longer

Contact SalesDev.Global today to configure a Jumpstart program that’s perfect for your company.