The 7 Deadly Startup Sales Sins by Upshift
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Transcript of The 7 Deadly Startup Sales Sins by Upshift
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
Gabriel Luna-OstaseskiFounder
Growth Stage Sales Accelerator
CONTACT US
