Fundamentals of Sales for High Growth Startups and Scaleups

Name: Fundamentals of Sales for High Growth Startups and Scaleups
Rating: 4.5 (11 reviews)

Learn the Fundamental Sales Skills, and how to Build a Sales Engine for Rapid Startup Growth and Scale (for 0-1M ARR)

Created byMladen Jovanovic

Last updated 6/2023

English

English [Auto],

What you'll learn

Master B2B sales strategies tailored for startups to drive growth.
Generate quality leads and build a strong sales pipeline.
Enhance persuasive communication and negotiation skills for successful deals.
Leverage sales automation tools and CRM for efficient processes.
Cultivate a winning sales mindset and resilience for long-term success.

Course content

1 section • 36 lectures • 2h 7m total length

Welcome to Teaching Startups To Fish!1:12
Why Teaching Startups To Fish?0:55
How to use this course0:54
Chapter 1 - Preparing to sell (introduction)1:01
Chapter 1 - Setting up the right tools5:14
Links to CRM tools:
Pipedrive
Hubspot
Different types of project management software:
Monday
Trello
Airtable
Crystal web pluggin:
Crystal Knows
Set up Google Alerts here:
Google Alerts
Chapter 1 - Getting clear on your pricing3:47
Get clear on pricing before selling to reduce time to close; keep it simple with three tiers or a single model and explicit costs for purchase, installation, and ongoing maintenance.
Chapter 1 - Getting clear on your value proposition3:15
Chapter 1 Quiz
Chapter 2 - The Sales Pipeline (introduction)1:12
Chapter 2 - How to make every sale the same5:34
Chapter 2 - What is a sales pipeline and how do you make one?7:25
Discover how to build your own sales pipeline, map every step from lead in to close, refine stages to remove friction, and guide prospects toward a pilot and contract.
Chapter 2 - Always be closing (on the next step!)3:20
Chapter 2 - What you should be measuring3:16
The basics everyone should be measuring are:
Average deal size: this refers to the average dollar amount of each deal closed. The average deal size calculation is:
Average deal size = (total dollar value ($) of closed deals over a specific time period) / (total # of deals)

Annual Recurring Revenue (or ARR): this refers to the total amount of contracted revenue that your company brings in each year. The calculation for ARR is:
ARR = total value of a contract / number of contract years

Conversion rate: the conversion rate refers to the number of qualified leads that result in closed-won deals. The conversion rate calculation is:
Conversion rate percentage = (# of leads converted into sales / total qualified leads)
You can also calculate the conversion rate percentage for each stage of your pipeline to figure out where the drop-offs are happening and dive into why.

Sales cycle length and time in each stage: this refers to the average amount of time it takes for a new customer to move from the opportunity stage to a closed deal. Here you should also track the number of time deals stay in each stage within the sales process.
Chapter 2 Quiz
Chapter 3 - Prospecting (introduction)1:17
Chapter 3 - Defining your entry point4:14
Chapter 3 - Creating the ideal customer profile1:52
Create an ideal customer profile with detailed personas and filters like name, age, job, education, goals, and challenges to guide targeted prospecting on LinkedIn and emails.
Chapter 3 - Crafting the perfect script0:58
Chapter 3 - Phone scripts15:16
Chapter 3 - Email scripts3:16
Learn three email sequences for prospecting, using intro, confirmation, credibility, and a clear call to action; follow timing guidance and use provided templates.
Chapter 3 - LinkedIn scripts7:18
Chapter 3 - Where to find prospects3:24
Chapter 3 - Interacting with prospects outside of scripts (bonus lesson)2:46
Chapter 3 Quiz
Chapter 4 - Presenting (introduction)1:24
Chapter 4 - Demo or deck?4:09
Balance the demo and deck choice by matching to the audience, showing real-time benefits with a demo and telling a concise story with a deck.
Chapter 4 - Creating the perfect sales deck14:56
Chapter 4 Quiz
Chapter 5 - Executing on next steps (introduction)1:14
Chapter 5 - How do you follow up?3:15
Chapter 5 - How often do you follow up and when do you stop?3:32
Chapter 5 Quiz
Chapter 6 - Closing the deal (introduction)1:10
Chapter 6 - Don't get stuck in the future3:48
Chapter 6 - Using credibility leverage2:51
Leverage credibility by showcasing traction from existing clients to attract similar buyers and nudge prospects toward a close through strategic follow-ups and subtle social proof.
Chapter 6 - Defining the next steps2:43
Chapter 6 - What not to do3:21
Chapter 6 Quiz
Chapter 7 - Post-sale success and referrals (introduction)0:48
Chapter 7 - Post-sale customer success3:08
Chapter 7 - Referrals2:42
Chapter 7 Quiz
Thank you for investing in yourself - good luck!0:46

Requirements

No previous sales experience needed. This course is designed to equip you with the fundamental sales skills, techniques, and processes to get your first few sales, then help you scale up to $1M in revenue.

Description

In the exciting quest to build groundbreaking companies, many entrepreneurs fall victim to the "build it, and they will come" mindset. However, when the time comes to start selling their product, they encounter a frustrating reality. Searching for sales tactics and devouring numerous books, founders hope to stumble upon that elusive piece of wisdom that will unleash a flood of revenue. Unfortunately, this process often proves lengthy and arduous, setting companies back by months or even years.

Sales are among the top three priorities for over 95% of startups. With limited to no sales training offered by most accelerator programs, incubators, and alike, we knew we had to step in.

Enter Teaching Startups To Fish: your expedited path to crucial sales knowledge. This course, led by a sales expert, equips you with a practical roadmap to construct a high-performance sales engine.

From prospecting and lead generation to persuasive communication and negotiation, you'll master the fundamentals of selling and develop a robust pipeline that drives consistent sales growth. Discover how to identify and target ideal customers, effectively engage prospects, and navigate complex negotiations with confidence and finesse.

Learn how to leverage sales automation tools and CRM systems to optimise your sales processes and enhance overall productivity. Uncover strategies to foster a winning sales mindset, overcome obstacles, and build resilience for long-term success.

Teaching Startups To Fish empowers entrepreneurs to quickly and easily access vital, impactful sales information. Join us on this transformative journey, unlocking the potential for accelerated sales success.

Who this course is for:

Entrepreneurs looking to start getting sales traction ($0 - $1M in revenue)
Startups looking to implement scalable sales processes
Small businesses looking to grow and expand into larger markets
Businesses looking to increase their conversion rates (29% win rates)
Businesses looking to increase demand for their products and services