Richard Cassidy - Sales the Startup Way

Richard Cassidy @ricky_sea, Chief Commercial Officer at Airts.

Transcript

2. Who’s in sales?
3. Would you buy from this guy?
5. What is your sales philosophy?
6. Great salespeople are project managers, consultants, and trusted advisors.
7. What are the characteristics of great salespeople?
12. Great salespeople exhibit EXTREME accountability.
14. How do you hire great salespeople?
15. Introvert, extrovert, ...or ambivert? www.danpink.com/assessment
16. Who are you selling to?
17. SMB Enterprise <3 months >1 year <£25k /yr >£250k /yr Click-through (quick) Review, edit, review, edit... Demo/trial (free) Workshops/POC (paid) DIY You need a champion! A few pages, quite general 10-15 pages, very detailed 2-3 people 8-10 people 1-2 weeks 3-9 months Self-serve, occasional Premium, on-demand
18. www.disciplinedentrepreneurship.com
19. How are you selling?
20. ✓ We have a factory line of specialists. One awesome salesperson does it all! Sales? Don’t need it. We do inbound marketing! We have a hybrid of everything above.
21. We have a factory line of specialists. ✓ One awesome salesperson does it all! Sales? Don’t need it. We do inbound marketing! We have a hybrid of everything above.
22. We have a factory line of specialists. One awesome salesperson does it all! ✓ Sales? Don’t need it. We do inbound marketing! We have a hybrid of everything above.
23. We have a factory line of specialists. One awesome salesperson does it all! Sales? Don’t need it. We do inbound marketing! ✓ We have a hybrid of everything above.
24. www.forentrepreneurs.com/predictable-revenue
26. Essential reading for salespeople.
27. Essential reading for everyone. (Especially startups.)