Russell Banks CEO startup opening doors
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Russell Banks - 20 years tech sales experience, Curator Startup Digest and CEO Investor Sheet Recap: http://www.saleshacker.com/saas/prospecting-customer-development/ Visit SalesHacker.com for more sales hacks, tips, and tactics.
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Russell Banks CEO startup opening doors
- 1. Opening doors like a startup! Russell Banks CEO Investor Sheet @russellbanks77 @investsheet
- 18. Personas Email Customer Development Meetings @russellbanks77 @investsheet
- 19. What problem do they have? How are they solving it now? What in your proposed solution solves that problem for them? @russellbanks77 @investsheet
- 20. They want: Overall View Because: Current Way Takes too much time Why? 1. Can't get actionable results easily 2. Effort to link data 3. Using lots of tool 4. Tools are domain specific 5. Specific can't give overall view SAVE TIME Spend less time in dashboards, and more on making decisions What they need! 3rd Party Tool Integration One Pager Revenue Story Deep Dive @russellbanks77 @investsheet
- 21. Hello, Emotional Reason to engage with you. – People like to be nice Broad definition of area of activity. – Do not use emotional language (pain, problem, better etc) – If the area is a pain point they will respond. If it isn’t they won’t. Validation – If you think you need it. Case by case. The Ask – Keep it simple, people are time poor. Best Regards, Russell Banks @russellbanks77 @investsheet
- 22. Hello, I am contacting you as I'm involved in a startup and we are in the early company building stages of product/market discovery. We are developing a solution for startups and investors to manage their relationships with one another. We already have 30 startups and one global accelerator programme on our alpha programme. Would you be available for a 15 minute Skype call sometime in the coming week about how you currently manage on-going investor relationships with your teams? Best Regards, Russell Banks @russellbanks77 @investsheet
- 23. Don’t tell them what you’re building/selling You are in discovery mode They should be doing 90%+ of the talking YOU ARE NOT SELLING!! @russellbanks77 @investsheet
- 24. @russellbanks77 @investsheet Have a questionnaire – Re-use with all interviews, tweak as necessary NEVER ask questions set in the future – Would you, could you etc.. No leading questions – Get to the root of an answer by asking why (a lot). Note emotion! –
- 26. Validated learning Positive 1st time experience Open Sales Door @russellbanks77 @investsheet
Editor's Notes
- Digianswer/Motorola Pioneered Bluetooth From $0 to $500k-$750k a month $17-$25m OEM Deals
- Microsoft Xbox and Office retail Top sales through channel in region 1 vs 15 (Sony reps)
- Spark Promotions Beverage Division 100% acceptance of piece for Diageo (1st time anywhere globally) One of 3 on Beck’s global supplier list
- Vodafone Premium SMS and Mobile Billing Maintained revenue of €15m annual during tumultuous period. Various startups Middleware, consumer services, analytics.
- Different types of salespeople Hunters Farmers
- People buy from friends This for me is the key…..relationships.
- Who is selling B2B?
- Who here has cold called/Emailed? It can be horrible right? Interrupting the person They need to change lanes in their mind Goal to get the next meeting Very difficult to build a relationship from an initial hostile first contact.
- This has been the biggest revolution in my career as a sales person.
- Concept of Customer Development The process to identify if there is a problem worth solving for a particular customer Think of it is as research, NOT selling. (this takes a bit of getting used to)
- People will lie to you Because we like to be nice
- So how we can get potential customers to tell us the truth?
- This will allow you to build a relationship which at the right time, can become a sales opportunity. Sales is about being there enough times that when they do need your service they think of you first.