How to set up your Startup B2B Sales Strategy in 3 weeks
Don’t wait 3-6 months before you can talk with your buyers. Build all your team needs and set up your Startup B2B Sales Process in 3 weeks.
Founders are the first salespeople in a business. They are tasked with proving their product or service-market fit. They onboard the first 5-10 customers effectively establishing their business on the market.
But what is the problem in today’s vast market?
When it comes to sales strategy for startups we are bombarded with information on the top sales tactics, approaches, and cheat sheets. Videos, blog posts, and podcast episodes are flooding the internet.
On one hand, this is not bad because founders can learn from multiple sources and build their own sales process. On the other, the lack of flow and structure can often mislead a business owner and founders to spend hours and hours reading about sales without actually practicing it.
As a founder you can set up your startup B2B sales process in as little as 3 weeks
So how do you go about it in a predictable and practical manner?
In tech, there’s a significant amount of founders who come from engineering backgrounds which is great! These guys can really challenge the status quo and make something big out of merely nothing! But these guys are human beings just like everyone else. They like to stay in their comfort zone focusing on building a killer product or service and not spend too much time thinking about marketing & sales.
As a result, a huge number of startups fail to get to market on time spending vast amounts of money without getting a single customer. A “build it and they will come” mindset as we like to call it. In order to solve this, we advise founders to think about flipping the process. Find a customer who’d like to use your product or service and then build it in an iterative process with your first customers! That’s a real sales strategy for startups.
In addition to all that when we talk about sales it is important to distinguish between the hunter and fisherman mentality.
A hunter learns about his or her prey by examining their day-to-day behaviours, preferences. Based on that information he/she then equips his/herself with the proper tools to go get his prey. It’s similar to a sniper who takes into account wind velocity, humidity and distance before executing a precise single shot.
A fisherman on the other hand is significantly more effective when you go after schools of fish. Throwing a net and catching a vast variety of fish which later you have to filter and select which ones to let back in the water because they are too small or different from what you want.
Both approaches are effective in different use-cases.
When we talk about B2B sales we like to equip startup founders with the hunter mentality.
So how do you set up a sales strategy for startups in 3 weeks? Below is the top level process we like to use. Each separate article covers a step.
- Preparing your Startup B2B Sales Process
- Executing your Process
- What is a Sales Funnel and what are its stages?
- Buyer Process and Stages
- Demand Generation
- Account execution (meeting focus)
Are you currently setting up your startup’s sales strategy?
Don’t have time to reinvent the wheel?
Get in touch for a free consulting call and we can help you get things up and running fast and easy.
Boris Georgiev is one of the co-founders of Out2Bound. As such he has worked with over 50 B2B founders helping them realize their go-to-market strategies. In 2018 he was acknowledged by Forbes Bulgaria in the 30 under 30 list. On a daily basis, Boris tracks trends and best practices in B2B Tech sales.