16. Generate Momentum
Momentum can
make or break deal
Follow up
proactively
Share steady
stream of updates
Example: Missed
opportunity
17. Make it Easy to Say “Yes”
Know what’s
important to
customer
Do the customer’s
homework for them
Sales hack:
Mockups and
browser plugins
Build sexy,
sharable demos
18.
19.
20. Establish Business Terms
Separate business
vs. legal terms
Know basic
types of terms
Iterate on pricing
and discounting
Seek help from
investors/advisors
21. Negotiate
Optimize for the
relationship
Establish key
principles
Understand all
deal levers
Always say “Yes,”
with caveats
22. Close the Deal
Avoid putting all
eggs in one basket
Be flexible
Pay attention to
tone and
momentum
Be appreciative and
positive
23. SMB Sales
Dedicate time to
cultivate SMBs
Experiment with
features & pricing
Build self-service
first, sales later
Promote and
pamper your
customers
24. Wrap-Up
Win on product
Build trust and
understand
customers
Generate
momentum
Make “Yes” easy
Negotiate terms and
close deal
Avoid SMB sales
pitfalls