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Startup Sales
- 1. Startup Sales Vivek Sharma | CEO | Movable Ink This presentation created by Vivek Sharma, Movable Ink
- 2. Background This presentation created by Vivek Sharma, Movable Ink
- 3. 4 Startups: 1 IPO, 1 Failure, 2 Growing Engineer Salesperson 8 figure ARR $4m ! ARR This presentation created by Vivek Sharma, Movable Ink
- 4. What’s your core? ENGINEERING DESIGN MARKETINGSALES This presentation created by Vivek Sharma, Movable Ink
- 5. You Engineer! Designer! Marketer! *or*! FAST LEARNER Customer! Acquisition This presentation created by Vivek Sharma, Movable Ink
- 6. Your solution is NOT ! my problem. Don’t proceed UNTIL ! you have validated ! that there is a market. This presentation created by Vivek Sharma, Movable Ink
- 7. Customer Acquisition! This presentation created by Vivek Sharma, Movable Ink
- 8. Ways you ! acquire customers WEB PARTNERS DIRECT INSIDE Low! Touch High! Touch This presentation created by Vivek Sharma, Movable Ink
- 9. In STARTUP! You don’t choose the model. The model chooses you! This presentation created by Vivek Sharma, Movable Ink
- 10. Web Sales - SaaS! - No sales team! - Customers Google a solution (existing leader)! - Freemium (debatable)! - $9-$199/month Growth through:! - virality! - SEO/SEM! - evangelism! - distribution deals! This presentation created by Vivek Sharma, Movable Ink
- 11. Direct Sales - SaaS or on-premise! - $5000/month or higher (Up to millions/yr)! - Solution sale (budgets, approval, stakeholder)! - Seasoned salespeople! - ROI, case studies, brand leadership Growth through:! - Managing enterprise sales cycle (3-24 mos.)! - Selling BIG deals! This presentation created by Vivek Sharma, Movable Ink
- 12. Inside Sales - SaaS! - Dialing for dollars! - Easily learnable pitch! - Deals < $999/month! - Close in < 1 month! - Sell to one person lower in the org Growth through:! - tightly managed and measured sales team! - extrapolate model! This presentation created by Vivek Sharma, Movable Ink
- 13. A tale of two companies Web Sales Enterprise Customers Pay Hundreds ! a year Millions ! a year This presentation created by Vivek Sharma, Movable Ink
- 14. Partner Sales Thoughts! - Can go horribly bad or wonderfully well! - Figure out how to sell direct first! - Understand how the partner benefits! - Partner only on paper Potential carrots! - Exclusive access to unique technology! - Revenue share (maybe)! - Service/License revenue split! - Complete solution! This presentation created by Vivek Sharma, Movable Ink
- 15. Build a spreadsheet.! Extrapolate your data. This presentation created by Vivek Sharma, Movable Ink
- 16. Organization This presentation created by Vivek Sharma, Movable Ink
- 17. Sell Division This presentation created by Vivek Sharma, Movable Ink CTO! Build CEO! Sell Spreadsheet phase
- 18. Sell Division This presentation created by Vivek Sharma, Movable Ink Relationships Sales Rep Client Services Spreadsheets -> salesforce.com
- 19. Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Inside Sales Direct Sales Campaign! Manager Account! Manager Servicing salesforce.com + Zendesk Marketing! Manager Demand
- 20. Sell Division This presentation created by Vivek Sharma, Movable Ink Selling Campaign! Manager Account! Manager ServicingMarketing Community! Manager Inside! Sales Direct! Sales Sales! Ops Channel! Managers Content! & Demand! Gen Sales! Development! Reps Raw! Leads Sales! Accepted! Leads Customers Retention! & Upsell Pardot Salesforce Zendesk
- 21. Other thoughts 1) Founders do direct sales to start! 2) You are authentic & “hold the business” in your head! 3.) Experiment & iterate Questions ! so far? This presentation created by Vivek Sharma, Movable Ink
- 22. The Funnel Leads Opportunities Proposals Customers Attention Interest Decision Action This presentation created by Vivek Sharma, Movable Ink
- 23. Prospecting & Lead Gen - Customer development! - People you have worked with! - VCs or Angels (they get diligence out of it)! - Connectors (GA)! - LinkedIn + social proof! - Events! - Cold call/email Attention (hardest part)Leads This presentation created by Vivek Sharma, Movable Ink
- 24. Additional Resources but the best way:! JUST DO IT! This presentation created by Vivek Sharma, Movable Ink
- 25. Startup Sales Vivek Sharma! CEO! vsharma@movableink.com This presentation created by Vivek Sharma, Movable Ink