Startup Selling: 3 Things to Know About Enterprise Sales
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Hosted by Venture Greenhouse (www.venturegreenhouse.org) in the San Francisco Bay area on October 4, 2013, Scott Sambucci tackles three important questions in Enterprise Sales for startups: 1. Why doesn't anyone care about your product? 2. How do you build a sales process? 3. What is the one thing you can do next to improve your sales? The presentation relates key ideas around the Lean Startup Methodology, showing how to identify customer needs, value statements, buyer types, overcoming obstacles & objections, and developing an successful implementation framework for enterprise sales.
Transcript of Startup Selling: 3 Things to Know About Enterprise Sales
- 1. + Three Things to Know About Enterprise Sales Venture Greenhouse Accelerator San Rafael, CA October 3, 2013
2. + 1. Why doesnt the customer care about your product? 2. How do you build a sales process? 3. Whats the one thing you need to do next? 3. + Think of a Prospective Customer 4. + 1. Why doesnt the customer care about your product? 2. How do you build a sales process? 3. Whats the one thing you need to do next? 5. + Why [People at] Enterprises Buy + Revenue + Efficiency - Cost - Risk 6. Stated vs. Actual Needs 7. + Stated Need: Were looking for a new web meeting software. Actual Need: Our sales reps arent closing enough business. 8. + Implied vs. Explicit Needs 9. + What job are your customers hiring you to do? -Clayton Christensen 10. + 5 Whys 11. + Problem Trees 12. + 1. Why doesnt the customer care about your product? 2. How do you build a sales process? 3. Whats the one thing you need to do next? 13. Sales Opportunity Canvas 1 9 7 6 5 8 4 3 2 14. Sales Opportunity Canvas 1 9 7 6 5 8 4 3 2 People Process 15. + USER BUYER ECONOMIC BUYER TECHNICAL BUYER PRODUCT CHAMPION Buyer Types 16. + Value Statement Construction 1. Its not what your product does. 2. What customer needs does your solution satisfy? 3. Think numbers. 17. + Competition & Objections Just because you think everyones out to get you doesnt mean they arent. 18. Sales Opportunity Canvas 1 9 7 6 5 8 4 3 2 People Process 19. + Stages + Stalls A. Qualification 1 . NEEDS ANALYSIS B. Initial Demo 2. EVALUATION OF TOPIC C. Proposal Work Plan 3. RESOLUTION OF CONCERNS D.Technical Demo 4. IMPLEMENTATION 20. + Key Metrics & Milestones 21. + Sales Mapping 22. + Whos in control of the next step? 23. Sales Opportunity Canvas 1 9 7 6 5 8 4 3 2 People Process 24. + 1. Why doesnt the customer care about your product? 2. How do you build a sales process? 3. Whats the one thing you need to do next? 25. + For your prospect to implement your solution, what would you do: In the first minute? In the first hour? In the first day? In the first week? In the first month? In the first quarter? In the first year? 26. + For your prospect to buy your solution, what can you do: In the next minute? In the next hour? In the next day? In the next week? In the next month? In the next quarter? In the next year? 27. + Implementation & Support 28. + A few more things about [Enterprise] Sales 29. + The sale always takes longer than you think it should and longer than the prospect tells you it will. Assume 1 month per $10,000 30. The decision-maker that counts the most is usually invisible to you. 31. There is always more than one decision-maker. 32. Its never about price. 33. + So 1. Why doesnt the customer care about your product? 2. How do you build a sales process? 3. Whats the one thing you need to do next? 34. + Improve Sales Performance 35. + www.salesqualia.com @salesqualia Scott Sambucci, Founder & Client Manager scott@salesqualia.com | (415) 596-0804 | @salesqualia http://www.quora.com/Scott-Sambucci Robert Wharton, Production Manager robert@salesqualia.com | (405) 414-9712
