Business Development · Sales

New member here and I wanted to get your opinion and feedback on new business development.

Andrew Tsionas Founder & President of Digital Indeed and Center Ice Lineups

August 9th, 2019

Hello Co-Founders Lab, new member here and I wanted to get your opinion and feedback on new business development. I have launched a new collaborative team that manages and builds web products and mobile applications. It's a distributed company and we have the ability to build some great stuff. I myself am a product manager and sales is not my forte as I consider myself quite the introvert. What do you recommend or what feedback can you provide? Thanks so much! Happy to chat and meet with you all.

David Insro Founder & CEO, Serial Entrepreneur

August 10th, 2019

Introversion isn't a barrier to selling and the Bay Area (Silicon Valley) is full of introverted founders who have learnt to sell. Sales is a skill you learn just like any other skill. You just have to commit yourself to learning it. I suggest you attend meetups every week and network i.e. make an effort to talk to strangers and engage with them but don't go into sales mode. Just learn to chat about anything.

Paul Garcia marketing exec & business coach

August 10th, 2019

David's correct that introversion doesn't usually affect sales talent. What it might inhibit is certain sales techniques like cold calling. But most introverts are still willing to answer questions when asked directly, and can speak comfortably with others on topics that they feel confident about.


Business developments are all about strategy. Your strategy for marketing is supposed to come before you launch a company, but you can still work on it now because your service is virtual and rather flexible. One of the best things you can do right now is to start by making a list of all the assumptions you have made about the consumers/audience for your service. Then test each assumption to prove whether it's correct or not. Once you're super-sure about your target audience, then you can begin validating your marketing strategy with that audience. You have plenty of opportunity to A/B test each element of your strategy and determine whether you need to communicate your message differently, adjust your service offering, or find another channel in which to communicate.


It is likely you will benefit from NOT letting customers know your workforce is virtual. Also you will likely find that asking for referrals from your existing customers will provide the best results in winning new customers. Your chosen industry is extremely competitive, so you need to be crystal clear on what your value proposition is and points of differentiation.


good luck!

Andrew Tsionas Founder & President of Digital Indeed and Center Ice Lineups

August 10th, 2019

Hi David, Thank you for your comments. I appreciate it. We have TechTO here in Toronto. I will continue to be a part of them and will start being involved in meet ups that are in my domain so conversations are made easier.

Andrew Tsionas Founder & President of Digital Indeed and Center Ice Lineups

August 10th, 2019

Hello Paul, Fantastic feedback. Thank you so much. I'm currently building out some great web and mobile products and thought that utilizing the team I have brought together it may be worthwhile to put together a small agency. More boutique and focused on the product. I should have maybe removed the comment about being an introvert. It's more-so my lack of cold calling ability and inability if being personable off the bat. It is extremely tough for me. As you pointed out there are definitely ways around this. Taking notes as we speak, I truly appreciate it. Agency may not be the road I continue to pursue but I believe it is worth the time with the team we have. Thank you again, Paul. All the best.