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Startup Selling: Sell More Stuff

Business

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Startup Selling: Sell More Stuff, available at $19.99, has an average rating of 4, with 85 lectures, based on 17 reviews, and has 2991 subscribers.

You will learn about Improve sales performance by better understanding your customer's needs and creating an infinite sales cycle for every client. Identify Customer Needs and Buyer Types involved with the purchasing decision, then learn how to develop Value Statements to meet these buyer needs. Develop strategies to identify and overcome objections, obstructions, and obstacles in the sales process. Create an Implementation Plan that you can use during the sales process to instill confidence in your prospective customer. Identify Stages of the Sale, then develop Milestones & Metrics with you customer to insure that you're progressing through the sale process. Avoid debilitating stalls during the sales cycle. "Yeah… can you call me back in a few weeks…" Develop creative Work Agreements that match both your customer's needs, and yours. This course is ideal for individuals who are Startup CEOs or Sales Reps at startups or Sales Development Reps or Sales Team Leaders & Sales Managers or Technical leaders & engineering teams looking for more visibility in the enterprise sales process. It is particularly useful for Startup CEOs or Sales Reps at startups or Sales Development Reps or Sales Team Leaders & Sales Managers or Technical leaders & engineering teams looking for more visibility in the enterprise sales process.

Enroll now: Startup Selling: Sell More Stuff

Summary

Title: Startup Selling: Sell More Stuff

Price: $19.99

Average Rating: 4

Number of Lectures: 85

Number of Published Lectures: 85

Number of Curriculum Items: 85

Number of Published Curriculum Objects: 85

Original Price: $34.99

Quality Status: approved

Status: Live

What You Will Learn

  • Improve sales performance by better understanding your customer's needs and creating an infinite sales cycle for every client.
  • Identify Customer Needs and Buyer Types involved with the purchasing decision, then learn how to develop Value Statements to meet these buyer needs.
  • Develop strategies to identify and overcome objections, obstructions, and obstacles in the sales process.
  • Create an Implementation Plan that you can use during the sales process to instill confidence in your prospective customer.
  • Identify Stages of the Sale, then develop Milestones & Metrics with you customer to insure that you're progressing through the sale process.
  • Avoid debilitating stalls during the sales cycle. "Yeah… can you call me back in a few weeks…"
  • Develop creative Work Agreements that match both your customer's needs, and yours.

Who Should Attend

  • Startup CEOs
  • Sales Reps at startups
  • Sales Development Reps
  • Sales Team Leaders & Sales Managers
  • Technical leaders & engineering teams looking for more visibility in the enterprise sales process.

Target Audiences

  • Startup CEOs
  • Sales Reps at startups
  • Sales Development Reps
  • Sales Team Leaders & Sales Managers
  • Technical leaders & engineering teams looking for more visibility in the enterprise sales process.

Most sales courses, training, and workshops focus on "selling" when in fact, you need to know yourcustomer's buying process. That's what you'll learn in this class.

By identifying the components of the buying and selling process, you can increase your conversion rates and accelerate your time-to-sale. Enterprise sales (i.e. business-to-business), purchasing decisions can take 3, 6, or 12 months (or more!) with many decision-makers, influencers, and individual buyers involved.

We use the Sales Model Canvas as your framework to achieve these objectives. The Sales Model Canvas is a simple process to follow starting from the first conversation with your prospective customer all the way through the sales and buying process, and to successful implementation your solution with your new client.

The course includes case studies from various industries and solutions, including:

  • Software-as-a-Service (SaaS), Data-as-a-Service (DaaS), Platform-as-a-Service (Paas)
  • University & college educational products and sales
  • Government and Request-for-Proposal (RFP) sales situations
  • Clean Tech & Renewable Energy
  • Services-based companies, including consulting and web development services.
  • Examples from both startups and established companies.

All of the materials, course lectures, and case studies have been presented at live, in-person workshops with startup and technology groups including:

  • The 2012 Lean Startup Conference
  • Startup Grind
  • The Lean Startup Circle-San Francisco
  • The Lean Startup-Orange County
  • The Lean Startup-Portland
  • Bootstrapper's Breakfast
  • Entrepreneur's Organization
  • SARTA

Workshop Testimonials

"I attended a live workshop for this course. I have this stuff on my desk. It's our sales compass – where are we on each deal? Are we on track? Where are we going?"

– Arthur Bart-Williams, Founder, Canogle, Speaker & Mentor at the Lean Startup Conference

"Very practical Quickstart for a non-salesperson to do lead discovery and conversion. I’d previously read Solution Selling to overcome a feeling that I’m an engineer not a salesperson, but found the book too theoretical to help. This workshop was a hit-the-ground-running introduction where I left feeling that I can do sales. Highly recommend it."

– Riaz Rizvi, Principal at Kickstart Platforms

"Scott was instrumental in developing our enterprise sales process by teaching us how to navigate through target prospects and developing sales experiments to optimize our process."

– Patrick White, CEO at Synata, Best New Enterprise Product at LAUNCH 2013

Book Reviews for "Startup Selling" and "52 Sales Questions Answered" (by the course author)

"I found this book useful as we all sell something to someone no matter what our job is. The customer could be your manager or co-workers, and you might be selling your new idea rather than a product. No matter what you sell, you bound to pick up useful ideas in this book."

– Ali Julia, Amazon #1 Reviewer, Review of "Startup Selling"

"There is a wealth of information here – the book makes the reader feel like being in attendance at one of his seminars. Sambucci is bright, witty, focused, and right there on the front lines of success. Just buy into it."

– Grady Harp, Amazon Top 50 Reviewer,Review of "52 Sales Questions Answered"

"If you are an entrepreneur who wants to get up to speed quickly on selling to business, in particular selling software, the book belongs on your short list of must reads."

– Sean Murphy, Founder SKMurphy,Review of "Startup Selling"

Course Curriculum

Chapter 1: The Sales Model Canvas – Introduction

Lecture 1: Why take this course? Here's why…

Lecture 2: About our Live Office Hours. Yes, they are really live!

Lecture 3: DOWNLOAD: Course Workbook

Lecture 4: Article: The Very Most Basic Things Your Company Needs to Know About Sales

Lecture 5: Article: Building the Sales and Marketing Machine

Lecture 6: Article: Why Your Startup Needs a Sales Methodology

Lecture 7: We Want to Learn! – Please Provide Feedback

Chapter 2: Customer Needs – Needs Analysis

Lecture 1: Identifying Customer Needs

Lecture 2: Identifying Customer Needs – Case Study

Lecture 3: The SPIN Selling Approach, by Neil Rackham

Lecture 4: Article: To Sell Anything You Need to Know What Makes You Unique

Lecture 5: Article: 3 Sales Tips for Startups – Creating a Burning Platform

Lecture 6: Article: Useful Value Proposition Examples (and How to Create a Good One)

Lecture 7: eBook: Irresistible Value Proposition

Lecture 8: We Want to Learn! – Please Provide Feedback

Chapter 3: Buyers & Buyer Types

Lecture 1: Buyers & Buyer Types

Lecture 2: Article: Personas for Customer Development

Lecture 3: Free Activity Template: Marketer's Guide to Creating Buyer Personas

Lecture 4: Webinar Series: Market Persona Series

Lecture 5: Article: The One Key Person That Will Help You Improve Sales

Lecture 6: Article: Why Focusing on Only One Buyer Will Lose You Sales

Lecture 7: Article: Can an 8-Person Startup Sell to a CIO? Yes – If You Understand the…

Lecture 8: We Want to Learn! – Please Provide Feedback

Chapter 4: Value Statements

Lecture 1: Value Statements – Construction

Lecture 2: Value Statements – Guidelines

Lecture 3: Value Statements – Medical Software Platform Case Study

Lecture 4: Article: Why Startup Entrepreneurs Need to Communicate More Like George Bush…

Lecture 5: We Want to Learn! – Please Provide Feedback

Chapter 5: Competitors, Objections, and the Status Quo

Lecture 1: Impediments – Overview

Lecture 2: Article: The Three-Minute Rule

Lecture 3: Article: What is Someone Going to Stop Doing When They Start Using Your Product?

Lecture 4: Article: What To Do When Your Prospect Says, "Sorry, We Have No Budget"

Lecture 5: Article: The Secret to Handling Objections

Lecture 6: Article: Ten Reasons Salespeople Lose Deals

Lecture 7: Article: What No Means

Lecture 8: We Want to Learn! – Please Provide Feedback

Chapter 6: Implementation & Support

Lecture 1: Implementation – Overview

Lecture 2: Implementation – 7 1's of Implementation Case Study

Lecture 3: White Paper: Closing the Delivery Gap

Lecture 4: InfoGraphic: 10 Best Practices to Improve Customer Service

Lecture 5: Article: Why Churn is So Critical to SaaS

Lecture 6: Article: Understand, Believe, Act

Lecture 7: Article: Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule

Lecture 8: We Want to Learn! – Please Provide Feedback

Chapter 7: Customer Needs: Part II

Lecture 1: From Implementation Back Into Customer Needs – Altos Case Study

Lecture 2: We Want to Learn! – Please Provide Feedback

Chapter 8: Stages of the Sale

Lecture 1: Stages of the Sale – Overview

Lecture 2: Stages of the Sale – Stalls

Lecture 3: Stages of the Sale – Progress Signals

Lecture 4: Stages of the Sale – Altos Case Study

Lecture 5: Stages of the Sale – Textbook Case Study

Lecture 6: Book: "Major Account Sales Strategy" by Neil Rackham

Lecture 7: White Paper: Shining a Light in Pipeline Problems

Lecture 8: How to Present at Big Meetings without Going Down a Rat Hole

Lecture 9: Article: The Danger of Crocodile Sales

Lecture 10: Article: When Proposals Hurt Deals

Lecture 11: Article: Giving Demos is Marketing Not Sales

Lecture 12: Article: Every Presentation Worth Doing Has Just One Purpose

Lecture 13: TEDx Video: The Secret Structure of Great Talks

Lecture 14: We Want to Learn! – Please Provide Feedback

Chapter 9: Key Metrics & Milestones

Lecture 1: Key Metrics & Milestones – Milestones

Lecture 2: Key Metrics & Milestones – Metrics

Lecture 3: Key Metrics & Milestones – Layering with Stages of the Sale

Lecture 4: Article: Using Process Milestones for Accurate B2B Sales Forcasts

Lecture 5: We Want to Learn! – Please Provide Feedback

Chapter 10: Sales Map

Lecture 1: Sales Cartography: Understanding the Sales Map

Lecture 2: Sales Cartography – From Product Champion to the Sale

Lecture 3: External Resources: Help Us Find Some!

Lecture 4: We Want to Learn! – Please Provide Feedback

Chapter 11: Work Agreement & Economics

Lecture 1: Work Agreement & Economics – Work Plan to Contract

Lecture 2: Work Agreement & Economics – Accounting Process

Lecture 3: Work Agreement & Economics – Accounting Process Case Study

Lecture 4: Work Agreement & Economics – Creative Pricing

Lecture 5: Article: Camels & Rubber Duckies

Lecture 6: Article: How Discounting is Killing Your Pricing Strategy

Lecture 7: Article: Four Pricing Principles to Never Forget

Lecture 8: Article: How Perfect Pricing got me 1500 Sales in 2 Days

Lecture 9: We Want to Learn! – Please Provide Feedback

Chapter 12: Customer Needs – Performing Needs Analysis III

Lecture 1: Customer Needs III – The Essence of the Infinite Sales Cycle

Lecture 2: We Want to Learn! – Please Provide Feedback

Chapter 13: The Sales Opportunity Canvas – Conclusion

Lecture 1: Bringing It All Together

Lecture 2: Office Hours

Lecture 3: General External Resources

Lecture 4: White Paper: Mythbusters: How Major Sales are Really Made

Lecture 5: We Want to Learn! – Please Provide Feedback

Instructors

Rating Distribution

  • 1 stars: 1 votes
  • 2 stars: 1 votes
  • 3 stars: 2 votes
  • 4 stars: 8 votes
  • 5 stars: 5 votes

Frequently Asked Questions


How long do I have access to the course materials?


You can view and review the lecture materials indefinitely, like an on-demand channel.


Can I take my courses with me wherever I go?


Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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