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30-Day Money-Back Guarantee
Business Entrepreneurship Sales Skills

Startup Selling: Sell More Stuff

Build Your Sales Process with the Sales Model Canvas
Rating: 3.7 out of 53.7 (15 ratings)
2,985 students
Created by Scott Sambucci
Last updated 9/2017
English
English [Auto]
30-Day Money-Back Guarantee

What you'll 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.

Requirements

  • Enthusiasm and need to improve sales performance.
  • While it is helpful to have specific sales opportunities in mind when taking this course, it's not necessary.

Description

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"

Who this course is for:

  • 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.

Course content

13 sections • 85 lectures • 5h 58m total length

  • Preview03:58
  • Preview01:39
  • DOWNLOAD: Course Workbook
    13 pages
  • Article: The Very Most Basic Things Your Company Needs to Know About Sales
    01:13
  • Article: Building the Sales and Marketing Machine
    01:16
  • Article: Why Your Startup Needs a Sales Methodology
    00:38
  • We Want to Learn! - Please Provide Feedback
    00:20

  • Preview05:35
  • Identifying Customer Needs - Case Study
    06:24
  • The SPIN Selling Approach, by Neil Rackham
    01:22
  • Article: To Sell Anything You Need to Know What Makes You Unique
    00:32
  • Article: 3 Sales Tips for Startups - Creating a Burning Platform
    00:34
  • Article: Useful Value Proposition Examples (and How to Create a Good One)
    00:42
  • eBook: Irresistible Value Proposition
    00:22
  • We Want to Learn! - Please Provide Feedback
    00:20

  • Buyers & Buyer Types
    09:36
  • Article: Personas for Customer Development
    00:24
  • Free Activity Template: Marketer's Guide to Creating Buyer Personas
    00:28
  • Webinar Series: Market Persona Series
    00:33
  • Article: The One Key Person That Will Help You Improve Sales
    00:32
  • Article: Why Focusing on Only One Buyer Will Lose You Sales
    00:32
  • Article: Can an 8-Person Startup Sell to a CIO? Yes - If You Understand the...
    00:38
  • We Want to Learn! - Please Provide Feedback
    00:20

  • Value Statements - Construction
    15:39
  • Value Statements - Guidelines
    06:58
  • Value Statements - Medical Software Platform Case Study
    22:43
  • Article: Why Startup Entrepreneurs Need to Communicate More Like George Bush...
    00:34
  • We Want to Learn! - Please Provide Feedback
    00:20

  • Impediments - Overview
    25:40
  • Article: The Three-Minute Rule
    00:50
  • Article: What is Someone Going to Stop Doing When They Start Using Your Product?
    00:35
  • Article: What To Do When Your Prospect Says, "Sorry, We Have No Budget"
    00:47
  • Article: The Secret to Handling Objections
    00:57
  • Article: Ten Reasons Salespeople Lose Deals
    00:33
  • Article: What No Means
    00:25
  • We Want to Learn! - Please Provide Feedback
    00:19

  • Implementation - Overview
    06:12
  • Implementation - 7 1's of Implementation Case Study
    08:49
  • White Paper: Closing the Delivery Gap
    01:00
  • InfoGraphic: 10 Best Practices to Improve Customer Service
    00:27
  • Article: Why Churn is So Critical to SaaS
    00:34
  • Article: Understand, Believe, Act
    00:28
  • Article: Want Happy Customers? Implement the 5-Visits-Plus-2-Badges Rule
    00:50
  • We Want to Learn! - Please Provide Feedback
    00:19

  • From Implementation Back Into Customer Needs - Altos Case Study
    18:02
  • We Want to Learn! - Please Provide Feedback
    00:20

  • Stages of the Sale - Overview
    09:43
  • Stages of the Sale - Stalls
    18:32
  • Stages of the Sale - Progress Signals
    16:08
  • Stages of the Sale - Altos Case Study
    06:49
  • Stages of the Sale - Textbook Case Study
    13:00
  • Book: "Major Account Sales Strategy" by Neil Rackham
    01:34
  • White Paper: Shining a Light in Pipeline Problems
    00:48
  • How to Present at Big Meetings without Going Down a Rat Hole
    00:36
  • Article: The Danger of Crocodile Sales
    00:40
  • Article: When Proposals Hurt Deals
    00:45
  • Article: Giving Demos is Marketing Not Sales
    00:38
  • Article: Every Presentation Worth Doing Has Just One Purpose
    00:29
  • TEDx Video: The Secret Structure of Great Talks
    00:39
  • We Want to Learn! - Please Provide Feedback
    00:19

  • Key Metrics & Milestones - Milestones
    12:01
  • Key Metrics & Milestones - Metrics
    11:43
  • Key Metrics & Milestones - Layering with Stages of the Sale
    06:52
  • Article: Using Process Milestones for Accurate B2B Sales Forcasts
    00:31
  • We Want to Learn! - Please Provide Feedback
    00:19

  • Sales Cartography: Understanding the Sales Map
    05:35
  • Sales Cartography - From Product Champion to the Sale
    12:15
  • External Resources: Help Us Find Some!
    00:14
  • We Want to Learn! - Please Provide Feedback
    00:19

Instructor

Scott Sambucci
Founder & Chief Sales Geek, SalesQualia
Scott Sambucci
  • 4.1 Instructor Rating
  • 103 Reviews
  • 16,099 Students
  • 2 Courses

Founder of SalesQualia. Our company is dedicated to improving sales performance. We've presented at the 2012 Lean Startup Conference, and have led sales and company development workshops across the country with groups in Portland, Seattle, Los Angeles, Sacramento, Las Vegas, and San Francisco.

Throughout my career, I've sold educational products, software solutions, data services, and consulting engagements to:

  • Top universities, including Duke University, Columbia University, and the University of Pennsylvania;
  • Financial firms, including Wells Fargo, Bank of America, Morgan Stanley, and Freddie Mac;
  • United States government agencies, including the Federal Housing Financing Agency, the Department of Treasury, and the Federal Reserve Bank.

I also teaches university courses in Economics, Finance, Entrepreneurship, and Strategic Management and recently received a “Faculty Member of Excellence” award in 2012. The universities where I've taught include: University of San Francisco, the Hult International School of Business, Saint Leo University, Cal State East Bay. I'll be teaching Sales Management in the UC-Berkeley Extension Program in Summer 2014. I've also been interviewed on CNBC, NPR, and The Financial Times.

More about me:

LinkedIn

Quora

Twitter

Slideshare

Books on Amazon:

"Startup Selling: How to sell if you really, really have to and don't know how" .

"52 Sales Questions Answered: A Q&A Guide to Sales & Customer Development."

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