03, 2022

š²āHow do I fill the funnel for my B2B startup?ā
Yep ā that is a question lots of startups are asking themselves every dayā¦
Most founders have been told to ādo outreachā and ābook as many demos as you canā¦ā
The problem with that approach is that itās all about us ā what WE want as sellers.Ā It IGNORES what prospects want, and deserve to get, from us.
It also implies that lead generation is a task or activity that we do. Instead, filling the sales funnel should be a SYSTEM in every sales process.
Whether a startup is trying to land its first 10 customers, hit the magic $1MM ARR mark, or its scaling to $3MM, $10MM, and beyond, the systems need to be built on 3 key principlesā
1ļøā£ Identifying an ICP ā Knowing whom we help and how we can help them get to the outcome they want. When we try to everyone, we end up selling to no one.
2ļøā£ Make it a 24/7 Operation ā Lead generation and prospecting isnāt a āwhen I have timeā thing.
3ļøā£ Filling the funnel shouldnāt be a task or an activity. Having a Funnel Filler Strategy means that weāve got a SYSTEM in place that runs for our company, even when weāre running to the next meeting or running to put out the next fire.
Give Value ā If the approach to booking demos is sending a barrage of cold emails to every prospect asking them if they want to book a demo, weāre doing it all wrong.
Most startups are selling a product that no oneās heard about, and worse, that our prospects have never bought before. They donāt care that it uses AI or itās built on the blockchain. Heck, they probably donāt even know what either of things areā¦
Itās our job in EVERY outreach, EVERY interaction with our prospects to give value.
Think: InformationāEducationāSeparation
āā
If youād like some more help with this, Iām teaching a series of sales training this Winter.
See details and save yourself a spot for the upcoming sessions here: