Wednesday, January 30: “Selling for the Lean Startup: How to Find Customers and Talk to Them” | 5:30 PM To 8:45 PM at Runway Incubator, 1355 Market Street, Suite 488, San Francisco, CA
ReturnPath’s George Bilbrey offered his perspectives on “Sales in a Lean Startup.” He focused on “Hortizon 3” selling – looking ahead 24-36 months and how you need early evangelists to fill these sales positions. Here’s his presentation from Slideshare:
Also check out Mark Suster’s post – “Startup Sales – Why Hiring Seasoned Sales Reps May Not Work.”
Where: Lean Startup Conference 2012
When: 2:00pm, December 4 in San Francisco)
This interactive workshop will help you learn from these problems by using conscious planning and experimentation. All companies, even those that take a lean approach, face these problems in B2B sales:
- You can’t get potential customers to call back
- The customers won’t make a decision
- The customers are in ever-ending beta, yet they won’t buy
- Your deals stall
Traditional sales training stresses “every no moves you closer to a yes.” Our approach to engineering your sales process says instead, “What looks like noise is often actually data.” Designing and debugging a repeatable sales process is key to a sustainable business, and we’ll address how to diagnose common problems to determine likely root causes.
You will leave with a scientific approach to understanding your customers’ needs and their buying process so that you can scale your business in harmony with it.