Outsourcing Sales · Sales

How to increase sales in a startup

Ali Jamal .

November 12th, 2018

I'm running a startup and my product is specific for business to business. How should I do so? I'm should I hire some freelancers as well?

Mark Colgan Marketing Strategist and Marketing Automation Specialist

November 12th, 2018

Hi Ali,

I agree with Steve that you need to validate the process yourself first before hiring a sales person.

However, before you develop these processes you should spend some time understanding your ideal customer profiles (ICP's) and their buyer persons.

Once you have these you can focus on the objectives and challenges that your ICP's have and then develop your content to explain how your product overcomes these.

The messaging on your site must also clearly demonstrate you how product helps your prospects achieve their objectives.

You want to at least make the first 10 sales so that you can build up an understanding of:

  • common objections and how to overcome them
  • typical timescales of closing a deal
  • the stages required to close a deal

This then becomes your opportunity stages within your CRM pipeline. Don't worry about securing a sophisticated CRM yet as you need to understand all of the above before making that purchasing decision.

Steve Owens Startup Expert

November 12th, 2018

Sales and Marketing is a process. Until you have a validated process, don't hire anyone.

Developing this processes is largely a matter of trial and error - trying small experiments to see if they work.

Keep in mind you need a complete integrated systems. Doing one thing will not result in any more sales. For example, PPC may get you leads, but without a nurturing system, it will not result in any sales.

You must first develop the sales and marketing process that works. It is possible that you might find someone who can help with this, but because most services companies work for big companies, most freelancers are specialist - big companies developed their GTM strategy a long time ago, and now only tweak it - which is very different than developing it from whole cloth. If the freelancer is not the one who developed a GTM strategy for a startup, they will almost certainly destroy value. If your a hammer, everything looks like a nail.

Paul Garcia marketing exec & business advisor

November 13th, 2018

If you're talking about 101DesignStudio, or any other business really, you should know about the three elements of persuasion. 1) personal benefit, 2) dramatic difference, 3) reason to believe.

Currently your web site screams that it's all about price. Know this, if you're competing only on price, there is ALWAYS someone willing to take a dollar less. Customers who only shop on price are typically terrible customers. What you will benefit from focusing on is VALUE.

There's nothing wrong with charging more, when your customer feels they have received a good value. Instead of selling the things you aren't (greedy), sell the things that you are (first, most, or best). Try to avoid comparisons, any word ending in -er (better, cheaper, safer). Be uniquely you.

When you hold the belief that all you need to be profitable is more sales, there's a foundational element of your business that is broken. It means you haven't spent the required time to build the right product/service for your intended audience, you've picked the wrong audience, or both. If more sales solved all problems, companies would just hire more salespeople. It doesn't work that way.

Ezekiel Eseagwu CEO @ BuyNigeria

November 13th, 2018

Dear Ali,

Steve and Mark have given you the best advice so far. When I launched my start-up, I made the mistake of employing sales representatives; I was paying huge salary for trial and errors that never worked. I burnt a lot of cash in the process before I finally got it right. I became my chief marketing officer and head of sales. I did all the sales and marketing myself till I understood the process. Now we have sales reps that follow our sales process and sales have been good. Reduce your cash burn rate by doing the initial sales and marketing by yourself till you develop the process that worked for your company

Ali Jamal .

November 14th, 2018

Thank you everyone for the honest an best opinions.

dipendra sah i'm an engineer.

November 15th, 2018

improve your Business Model. Donot try to change ur product better try to change the process.