For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.

1. Marketing & Sales for
B2B & B2C Startups"
"
for Early Stage Start-ups!
by Bryan Starbuck
CEO of .
CEO at , before acquisition
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2. Sales & Marketing
With Sales Teams
(B2B)
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3. Is Phone Sales Strategy for Me?
NO If each sale is less
than $8k to $15k
Yes If $15k+ in
each sale
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4. High Growth from Phone Sales
2008 Revenues from Phone Sales Strategy companies…
$168 million $215 million $163 million
$295 million $152 million $87 million
$1 billion $178 million
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5. Sales Strategies
Sales eCommerce Phone Channel
Strategy Sales Sales
• No Sales People • Lower Risk • No Sales People
(no capital) Marketing (no capital)
• Higher Prices • Sales is
• Faster to scale Outsourced
Pros Sales • Most benefits from
• Able to Create Phone Sales
Demand
• Higher Risk • Capital needed for • Often not an
Marketing Sales Team option
Cons • Lower Prices • Time needed for • Risk that Channel
• Can’t Scale as Sales Efficiency won’t perform
Easily
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6. B2C vs Small vs Mid-Market vs Enterprise
Consumers B2B B2B B2B
B2C Small Mid-Market Enterprise
Companies
0 to 1,000 1,000 to 20,000 20,000+
Employees Employees Employees
eCommerce
Phone Sales
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7. Phone Sales -- Lead Marketing
Number of
Leads
Lead Cost-Per-
Marketing Lead
Lead
Quality
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8. Marketing for Phone Sales
Dave McClure’s eCommerce If you are
Marketing Model
closing sales at
the “Prove it”
Alpha stage:
Get Leads from
Linked-In
It is perfect for your early scrappy stage
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9. Must Read Books
The Perfect
Spin Selling SalesForce
by Derek Gatehouse
by Neil Rackham
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10. Buy-Offs needed to Close
Understand
Participants Financial
User Buyer
• Map out Demographics Buyer
• Tactics to unblock each
• Showing ROI often required
• Don’t interview “friends”
to find blocking issues
Technical Final Decision
Buyer Maker
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11. Closing the Sale
• CLOSE when they RECOGNIZE value
• Know when progress isn’t happening
• Handle Budgets & Finalizing details
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12. NO Sales Teams
B2C & B2B
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13. Dave McClure marketing Model
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14. Your Positioning and Uniqueness
Old School New School
HIGH COST
Manual Solution
High Cost
Market
Leader
Is Your Startup here or
here
LOW COST
Market
Leader Low Cost
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15. Hotmail.com
GROWTH
HACKIN
G
TO: JimFriend@aol.com
From: Me@aol.com
Sent by hotmail.com
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16. AirBnB
GROWTH
HACKIN
Customer G
Post to AirBnB
Post to
CraigsList
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17. Digg
GROWTH
HACKIN
G
Many
Websites
Digg.com
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18. “INBOUND”
OR
SEOMOZ STY
LE
“X Problem” can be solved better
our unique
uniquely
by “Y Solution” which we rock at
Blogging Facebook Articles
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19. The END
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