Foundations

FOUNDATIONS FOR STARTUP SELLING™ 

Welcome to Foundations, your level 1 access where you can unlock free content and training directly from our Client Library. Foundations is a self-learning-based platform that you can access at any time of the day, wherever you are.

There are five (5) Modules on Foundations:

Module 1: The Idea To Impact Model
Module 2: The Rule of 3 &10
Module 3: 9 Sales Accelerators Self-Assessment
Module 4: 1-3-1-3 Model
Module 5: The Triangle of Transformation

Each module has a recorded training related to the topic along with notes covered in each training.

The Idea To Impact Model

You started your company with an idea — an idea of how to solve a problem, an idea of how to build a product, an idea about the future, and most important, an idea about the impact that you want to make in your market with your customers.

In my workshops and conversations with startup CEOs, I like to ask, “What is the 10-year impact you want to make with your company? Why are you doing this?”

Here are just a few of the answers I’ve gotten.

  • “Reduce energy consumption.”
  • “Save the oceans from overfishing and depopulation.”
  • “Develop drugs faster and cheaper.”
  • “Help companies be AI-driven.”
  • “Create better customer experiences.”

These are life-changing and world-changing outcomes. Just like the entrepreneurs in my workshops, you know what kind of impact you can make, so you begin the journey.

The works begin from the kitchen table or the shared workspace in that “up and coming” part of town. You chop down your expenses — maybe commuting by bike and public transportation aren’t all that bad. The opportunity of what can be done, what should be done, and what must be done wakes you every morning and keeps you up late at night. What’s ahead for you is a journey that you are willing to take because you want to grow from just an idea to the impact you want to make.

The Rule of 3 &10

Everything in your company changes at roughly every 3rd and 10th order of magnitude.

- Hiroshi Mikitani, CEO of Rakuten

The Rule of 3 &10 looks at the following key topics:

  • Understanding when you scale your team there are key triggers and you have to rethink how you are doing business.
  • How this rule is applying to your business every single day.
  • Understand when you go from 1 person to 3 people it’s different, and then 10 people to 30 people it’s all going to change again. Same when you reach 100 people.

9 Sales Accelerators Self-Assessment

These are the key selling systems that will give you more clarity, control, and confidence in your sales process. The 9 Sales Accelerators looks at the following:

Sales Accelerator #1 

Funnel Fillers

Sales Accelerator #2 

Show Your Authority Voice

Sales Accelerator #3 

Lead Qualification Strategy

Sales Accelerator #4

Demo Design

Sales Accelerator #5 

Prospecting Partnering

Sales Accelerator #6

Momentum Maintainers, Objections & Stall

Sales Accelerator #7

Why Buy

Sales Accelerator #8

Risk Reducers

Sales Accelerator #9

Customer Success Plan

1-3-1-3 Model

1-3-1-3 Model focuses on the one specific outcome you want to achieve. In this model, we look at the following:

  • Learning how to develop a clear plan in your sales process
  • Understand the ebb and flow of a sales process
  • Build a clear plan for each area of your sales process (Prospecting and Discovery, Pipeline, and Customer Success)

The Triangle of Transformation

The Triangle of Transformation looks at the sign waves in your sales process to help you identify the strategies that you and your company need in order to grow and keep momentum.

In this model, we look at the following:

  • Identify and Implement Strategies, Systems, and Skills to grow
  • Identify decisions you need to make
  • Learn what you should START doing now
  • Learn what you should STOP doing now

These are life-changing and world-changing outcomes. Just like the entrepreneurs in my workshops, you know what kind of impact you can make, so you begin the journey.

The works begin from the kitchen table or the shared workspace in that "up and coming" part of town. You chop down your expenses - maybe commuting by bike and public transportation aren't all that bad. The opportunity of what can be done, what should be done, and what must be done wakes you every morning and keeps you up late at night. What's ahead for you is a journey that you are willing to take because you want to grow from just an idea to the impact you want to make.

Want to work with us?

The below is our Startup Selling Promise that we use with our clients to highlight everything you can expect from us, and what we expect from you, for our work together to be successful. It’s what we call “The 100% Model.” You’ll always get 100% of our 50% – we need 100% of your 50%.

If you have any concerns at all with this, let us know – we’re happy to discuss what you feel would be fair. 

We Must...

  • We must work with you one-on-one to work to create a customized plan to get you crystal clear about your three-month goals, and exactly what to do in your first thirty days to win.
  • We must coach you every week, so you are never more than 6 days away from the answers you need. We will be accessible and respond to your requests in 48 hours or less whenever possible.
  • We must train you in the latest strategies for building your sales process and scaling your company, sharing tactics and tools in an easy-to-use, how-to format that makes implementation simple and fast.
  • We must critique your work, pulling it apart, and putting it back together again to be more effective than done on your own.
  • We must connect you with your new group – a high-performance community that meets online 24/7, and connect you with Startup Selling members and alumni, a growing network of growing companies and successful entrepreneurs, for ongoing support and idea creation.
  • We must listen to you, and treat you with class, and care in every interaction and work to bring out your best.
  • We must apologize if we ever let you down, and do our best to make it right.
  • We must not let you off. Because if we let you off, we let you down.

You Must...

  • You must be quick to ask for help when you need it, quick to implement the strategies we develop together, and quick to share your wins and learnings to help your colleagues in our group learn and grow.
  • You must keep your commitment participating fully and paying your program fees on time, and in full.
  • You must respect our IP. That means you may teach our material to individuals (with proper attribution), but not to groups or in public.
  • You must complain if we ever do something to upset you or let you down so that we can learn, apologize and make things right.
  • If we ask (we don’t ask everyone), we’d like you to try and refer at least three people of your caliber – someone who you feel would use and implement what we offer, so that we can spend less time looking for clients, and more time helping you win.

Want to learn more about SalesQualia?