The startup sales Cycle

2

CustomerDiscovery

CustomerValidation

CustomerCreation

CompanyBuilding

IncubateValidate

Scale

8-14mo3-6mo 8-14mo

HOW TO AVOID

4

• Focus on less segments & verticals, optimize them then replicate

• Focus on customers with most urgent, pervasive and costly need

HOW TO AVOID

6

• Recognize these are two different jobs

• Blueprints first, build second

HOW TO AVOID

8

• Recognize difference between traction and scale

• Get sales people profitable before hiring more

• Total visibility into all stages of the sales process

HOW TO AVOID

10

• Start charging early

• Focus on getting to breakeven

• Cut frivolous spending

HOW TO AVOID

12

• Segment job roles

• Delegate or outsource low leverage tasks

• Remove client success from responsibilities

HOW TO AVOID

14

• Remove ego from decision making

• “What do the numbers say?”

• Let data drive decisions

HOW TO AVOID

16

• What gets measured gets managed

• Trending in reporting

• Identify and manage lead measures

17

We had zero sales experience at Thumbtack, so we decided to team up with Gabe because of his past successes scaling sales teams to 100+. Most of our work with consultants over the years hasn't been successful, but Gabe is a rare exception. He helped us create a productive sales team from square one in just a few months, which would have taken us at least twice as long by ourselves. Most importantly, we now have the internal expertise to continue to build this ourselves.

Jonathan

Swansonco-founder and president

“

”

Upshift Partners

upshiftpartners.com

gabe@upshiftpartners.com

Gabriel Luna-OstaseskiFounder

Growth Stage Sales Accelerator

CONTACT US