In 2018, I co-founded a B2B startup called CryptoNumerics.
In 2020, it was acquired by a $50 Billion company.
The secret sauce - sales and persuasion.
Here are my top 11 B2B sales principles:
π§΅
In 2020, it was acquired by a $50 Billion company.
The secret sauce - sales and persuasion.
Here are my top 11 B2B sales principles:
π§΅
1. Know Who Your Customers Are
Before doing anything else, answer these questions:
- Who are you solving the problem for?
- Why should they care?
- Which segment (Enterprise vs SMB)?
- Who matters in your selling value chain?
- Who are your first 100 leads?
Before doing anything else, answer these questions:
- Who are you solving the problem for?
- Why should they care?
- Which segment (Enterprise vs SMB)?
- Who matters in your selling value chain?
- Who are your first 100 leads?
2. Find Your Customers
Once you have that basic information written down, itβs time to find actual people to talk to.
Traditional channels:
- Email
- Cold calls
- LinkedIn
- Intros
- Trade shows
Non-Traditional:
- Twitter
- Nonprofits
- Private Dinners
Once you have that basic information written down, itβs time to find actual people to talk to.
Traditional channels:
- Cold calls
- Intros
- Trade shows
Non-Traditional:
- Nonprofits
- Private Dinners
3. Talk To Your Customers
After finding your customers, you need to ask them questions.
Find out why their problem is so painful, solutions they've tried, and their experiences with them.
Once you get those answers, you can build off them and learn more.
After finding your customers, you need to ask them questions.
Find out why their problem is so painful, solutions they've tried, and their experiences with them.
Once you get those answers, you can build off them and learn more.
4. Don't Sell To Everyone
Less focus on # of leads.
More focus on finding folks who could be true believers in your product.
These are the people who will pay you over and over again instead of just once or twice.
Quality over quantity.
Less focus on # of leads.
More focus on finding folks who could be true believers in your product.
These are the people who will pay you over and over again instead of just once or twice.
Quality over quantity.
5. Build A Killer Sales Deck & Demo
It should include:
- The problem you solve
- How will you solve it
- Validation
- Demo
- How customers can engage
And most importantly, the benefits of engaging with you early (this creates urgency).
It should include:
- The problem you solve
- How will you solve it
- Validation
- Demo
- How customers can engage
And most importantly, the benefits of engaging with you early (this creates urgency).
6. Understand How Dollars Flow
Go back to your true believers.
Understand other key stakeholders.
Engage the ones relevant for pilots.
Build trust with them.
Understand rules of engagement early, so there is a clear pathway to a successful sale.
Go back to your true believers.
Understand other key stakeholders.
Engage the ones relevant for pilots.
Build trust with them.
Understand rules of engagement early, so there is a clear pathway to a successful sale.
7. Always Have A Next Step
Enterprise sales is a phased approach.
Make sure you convince stakeholders a bit more on each step.
Come to the meeting knowing what the next step should be.
If they want to take it, guide them.
If they donβt, be ready to adapt.
Enterprise sales is a phased approach.
Make sure you convince stakeholders a bit more on each step.
Come to the meeting knowing what the next step should be.
If they want to take it, guide them.
If they donβt, be ready to adapt.
8. Ask For Pilots
Use the deck & demo.
Minimize IT, legal, and financial requirements.
Show them the potential.
Make these pilots a no-brainer for them.
Do them for free if you have to.
Just get your foot in the door.
Use the deck & demo.
Minimize IT, legal, and financial requirements.
Show them the potential.
Make these pilots a no-brainer for them.
Do them for free if you have to.
Just get your foot in the door.
9. Validation Is Crucial
Once you land a pilot, run it efficiently & effectively.
Your only goal should be to delight your first customer.
Keep running them, observing results, and adjusting to make future ones better.
Once you land a pilot, run it efficiently & effectively.
Your only goal should be to delight your first customer.
Keep running them, observing results, and adjusting to make future ones better.
10. The First Customer Is The Hardest
At one company, it took me six months to get the first pilot.
The next three were paid and took six months combined.
It gets easier.
Use this idea to motivate you through the tough early stages.
At one company, it took me six months to get the first pilot.
The next three were paid and took six months combined.
It gets easier.
Use this idea to motivate you through the tough early stages.
11. Focus On Trust
Sales is psychology.
Enterprise customers want to buy from trusted partners.
Build a product that works.
Solve a real and pressing problem for them.
Customers won't forget that.
Sales is psychology.
Enterprise customers want to buy from trusted partners.
Build a product that works.
Solve a real and pressing problem for them.
Customers won't forget that.
Recap:
1. Know your customers
2. Find them
3. Talk to them
4. Don't sell to everyone
5. Build a killer sales deck & demo
6. Understand how dollars flow
7. Always have a next step
8. Ask for pilots
9. Validation is crucial
10. The first customer is the hardest
11. Focus on trust
1. Know your customers
2. Find them
3. Talk to them
4. Don't sell to everyone
5. Build a killer sales deck & demo
6. Understand how dollars flow
7. Always have a next step
8. Ask for pilots
9. Validation is crucial
10. The first customer is the hardest
11. Focus on trust
That's everything.
If you enjoyed this thread:
1. Follow me @hwbhatti for more
2. RT the tweet below to spread it around
Thank you!
If you enjoyed this thread:
1. Follow me @hwbhatti for more
2. RT the tweet below to spread it around
Thank you!
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