I made this presentation at a sales offsite of a company that had invited me for a guest talk.

1. 20 THINGS I LEARNT ABOUT SALES
IN A FAST GROWING START-UP
SAURABH SENGUPTA
SALES DESIGNER

2. IN THE EARLY DAYS,
LOOK FOR "ANGEL INVESTOR" CLIENTS
ANGEL INVESTOR CLIENTS ARE VERY AMBITIOUS ABOUT GROWING THEIR
BUSINESS AND TEND TO BET ON NEW "VENDORS" IF THEY SEE POTENTIAL.
YOUR COMPANY'S STORY NEEDS TO BE PART OF THE PRODUCT PITCH.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

3. PRODUCT SPECIALISTS WHO CAN SELL >
SALESPEOPLE
BUYERS ARE LOOKING FOR CONTEXTUAL PROBLEM SOLVING AND
PURCHASE ASSISTANCE, NOT SCRIPTED FEATURES AND BENEFITS.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

4. EDUCATE, NOT SELL
FOR THE UNINITIATED, TECHNICALITIES OF MODERN PRODUCTS ARE
FAIRLY COMPLEX TO UNDERSTAND. BECAUSE, INTERNET.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

5. TRADE, NOT NEGOTIATE
PRODUCT / SERVICE SALES IS NOT A HOSTAGE SITUATION.
WHEN WE GIVE CONCESSIONS, WE TAKE SOMETHING IN RETURN.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

6. PREPARE AN IMPACTFUL VERNACULAR PITCH
PITCHES TEND TO LOSE IMPACT WHEN TRANSLATED
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

7. SALES REALLY STARTS AFTER THE PRODUCT IS SOLD
FOR MODERN PRODUCTS, CUSTOMERS TEND TO OPT OUT EARLY IF THEY
DON'T SEE A QUICK WIN. TRACK "EARLY USAGE" METRICS.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

8. "BUYING COMMITTEES" WILL
MAKE YOUR LIFE MISERABLE
MULTIPLE STAKEHOLDERS INFLUENCE PURCHASE DECISIONS. POLITICKING AND DECISION
MAKING BY CONSENSUS CAN RUIN AN OTHERWISE SIMPLE SALE. IDENTIFY STRATEGIC
BUYER AND INTERNAL CHAMPION EARLY IN THE PROCESS. NAVIGATE CAREFULLY.
MOST IMPORTANTLY, LEARN FROM THE MASTERS.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

9. REFUSING TEA IS A SIN.
OR COFFEE.
BUYS TIME FOR CONVERSATION. CAFFEINE / NICOTINE IS THE NEXT BEST
THING TO ALCOHOL / WEED TO GET CUSTOMERS TO OPEN UP.
FUN FACT: 7/10 SALESPEOPLE DON'T END UP FINISHING THE CUP OF TEA /
COFFEE.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

10. EVERY CUSTOMER IS A PRODUCT EXPERT
YOU WILL RECEIVE LOTS OF FEEDBACK ON HOW YOUR PRODUCT SUCKS, NEW
FEATURES SUGGESTIONS AND HOW YOU WILL LOSE TO COMPETITION IF YOU
DON'T UP YOUR GAME.
DON'T TAKE ALL OF IT TOO LIGHTLY OR TOO SERIOUSLY.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

11. YOU'LL LOSE WAYYY MORE THAN YOU'LL WIN
THE WIN RATE IN EARLY DAYS IS FAR LESSER THAN WHEN THE BRAND IS
ESTABLISHED.
ARE YOU A GOOD LOSER?
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

12. GETTING TOO FRIENDLY WITH CLIENTS
EVENTUALLY BACKFIRES
SALESPEOPLE TREAD THE FINE LINE BETWEEN BEING A FRIEND AND A
CONSTRUCTIVE CRITIC.
AGREEABLENESS IS NOT A VIRTUE IN THIS PROFESSION.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

13. "A/B TEST" OBJECTION HANDLING
HELPS BEAT COMPETITION
UNLIKE TRADITIONAL PRODUCTS, CUSTOMERS CAN USE COMPETING
MODERN PRODUCTS SIMULTANEOUSLY AT LOW COST. ITS NOT ALWAYS AN
"EITHER / OR" DECISION.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

14. EVEN THE BEST SALESPEOPLE
MESS UP WHILE QUOTING PRICES
ATTITUDE TOWARDS MONEY / ASKING FOR MONEY MATTERS A LOT IN
START-UP SALES.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

15. YOUTUBE IS A GREAT PLACE TO LEARN SALES
ONE VIDEO A DAY AND YOU'RE SORTED.
BUY A JIO CONNECTION IF YOU'RE WORRIED ABOUT DATA.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

16. EXCEL IS THE NEW "PAPER"
KNOWING SUM, PRODUCT, SUMPRODUCT ISN'T ENOUGH.
LEARN "IF, THEN", PIVOTS AND OTHER ADVANCED FEATURES.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

17. MANAGING SCHEDULES IS A BIG PAIN
CLIENTS WILL CANCEL, POSTPONE APPOINTMENTS. TIME OVERRUNS WILL
HAPPEN IN MEETINGS.
LEARN THE ART OF MANAGING TIME QUICKLY SO THAT YOUR TARGETS AND
LOVED ONES DON'T BEAR THE BRUNT.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

18. POWERFUL EMAILS CAN INSPIRE PEOPLE
CUSTOMERS AND COLLEAGUES ALIKE.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

19. CUSTOMERS HAVE B2C SERVICE LEVEL
EXPECTATIONS FROM B2B COMPANIES
B2C COMPANIES HAVE RAISED THE BAR OF CUSTOMER SERVICE.
B2B COMPANIES AND SALESPEOPLE MUST CATCH UP.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

20. START-UP SALES IS AN EMOTIONAL JOB
IT HAS THE HIGHEST NUMBER OF EMOTIONAL FLUCTUATIONS PER HOUR.
LEARNING TO MANAGE YOUR THOUGHTS WILL HELP.
ALSO, GO EASY ON YOURSELF.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

21. RELATIONSHIPS SUFFER
COMPLAINING SPOUSES. ANGRY GIRLFRIENDS. FRUSTRATED PARENTS.
SAVE YOUR RELATIONSHIPS.
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20 THINGS I LEARNT ABOUT SALES IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER