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Sales for Startups Presentation (06.13.12)
- 1. Startup Sales Noah Barr @noahbarr BD @crittercism @noahbarr BD @crittercism
- 2. Quick Background Me Crittercism Enterprise SaaS: / B2G(eek) @noahbarr BD @crittercism
- 3. Me engineering background management consulting private equity startups @noahbarr BD @crittercism
- 4. What we do Mobile Crash reporting/error diagnostics for “in-the-wild” apps -- Mobile APM (App Performance Monitoring) @noahbarr BD @crittercism
- 5. Role is strategic BD, but needed lighthouse customer. Only non-technical employee @noahbarr BD @crittercism
- 6. This is what I learned along the way (Thanks Jason) @noahbarr BD @crittercism
- 7. Initial sales approach “Let me show you what we’ve been working on ...Isn’t it cool?” @noahbarr BD @crittercism
- 8. Couple key concepts @noahbarr BD @crittercism
- 9. People don’t want to be sold to … they want to buy @noahbarr BD @crittercism
- 10. Buying your widget probably isn’t their #1 priority (yet!) @noahbarr BD @crittercism
- 12. Don’t jump into a tech demo right away @noahbarr BD @crittercism
- 13. Never leave a meeting without next steps @noahbarr BD @crittercism
- 14. Guerilla warfare strategy @noahbarr BD @crittercism
- 15. Features v. Benefits Don’t know what customers will value @noahbarr BD @crittercism
- 16. Establishing value proposition @noahbarr BD @crittercism
- 17. Strike when the iron is hot @noahbarr BD @crittercism
- 18. Dealing with big companies (It can be worth the pain) @noahbarr BD @crittercism
- 19. Enter as high as possible Get buy-in from up-high Timebox POC MSA (Holy Grail) @noahbarr BD @crittercism
- 20. Cheer up… Whole teams selling into a specific org @noahbarr BD @crittercism
- 21. One last thought on big companies @noahbarr BD @crittercism
- 22. All the pain = Potentially big financial reward + Barriers to entry for others (But I wouldn’t want to rest my hat on it) @noahbarr BD @crittercism
- 23. Other Learnings Pain thresholds Messaging/Positioning affects pricing Be Persistent, but not annoying (A Little Guilt) goes a long way Keep your head high @noahbarr BD @crittercism
- 25. BD Sales Marketing @noahbarr BD @crittercism
- 26. Good luck @noahbarr @noahbarr BD @crittercism
Notas del editor
- Me, personal backgrounds, non-traditionalOur Customers (LargeStoriesStages of companies / sales org changes
- This works but isn’t scalable. Only good for early adapters. Give Hearst example
- Anybody like a used car sales man? When was the last time you were impressed with a sales experience? When were you sold really well?
- White Elephant:perfect product/timing fit, Must establish customer demand/interest
- Why talk with a developer who has one app vs 1000 apps
- Take first couple minutes to understand their needsCater the messageTHEY’LL BASICALLY TELL YOU HOW TO “SELL” THEM
- Strengths out of your inherit weaknesses
- You care about features….Customerscare about benefitsTalk about features: SymbolicationReal Time monitoring not that useful. Amoniture
- “Value proposition” = stories that resonates w/ customers“Establish” = A/B test themesfrom one customer on another.Look for the sparkle in their eyes. Signal to noise ratio
- Adobe example
- Enter as high as possible. Talk about Yammer
- IBM example
- ID’ing right way inPprocess, repeated conference callscontracting,cycle timeMisc BS
- 5 minutes to integrateI want your business, but don’t need it