Startup Selling: Sell More Stuff
Startup Selling: Sell More Stuff, available at Free, has an average rating of 4.3, with 13 lectures, based on 112 reviews, and has 15365 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: Free
Average Rating: 4.3
Number of Lectures: 13
Number of Published Lectures: 13
Number of Curriculum Items: 13
Number of Published Curriculum Objects: 13
Original Price: Free
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
(Yes, this course really is free. Read more about why it's free here.)
Most sales courses, training, and workshops focus on "selling" when in fact, you need to know your customer'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: Introduction
Lecture 1: Why take this course? Here's why…
Lecture 2: DOWNLOAD: Course Workbook
Chapter 2: Customer Needs
Lecture 1: Customer Needs – Overview
Chapter 3: Buyers & Buyer Types
Lecture 1: Buyers & Buyer Types Overview
Chapter 4: Value Statements
Lecture 1: Value Statements – Overview
Chapter 5: Objections, Competitors, & the Status Quo
Lecture 1: Impediments – Overview
Chapter 6: Implementation & Support
Lecture 1: Implementation – Case Study
Chapter 7: Stages of the Sale
Lecture 1: Stages of the Sale – Progress Signals
Chapter 8: Key Metrics & Milestones
Lecture 1: Key Metrics & Milestones – Milestones
Chapter 9: Sales Map
Lecture 1: Sales Map – Overview
Chapter 10: Work Agreement & Economics
Lecture 1: Work Agreement & Economics – Overview
Chapter 11: Conclusion
Lecture 1: Conclusion
Lecture 2: Feedback for Coupons Program!
Instructors
-
Scott Sambucci
Founder & Chief Sales Geek, SalesQualia
Rating Distribution
- 1 stars: 0 votes
- 2 stars: 3 votes
- 3 stars: 21 votes
- 4 stars: 42 votes
- 5 stars: 46 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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