The principles behind the Sales for Startups approach

by James Ker-Reid - July 27, 2022

Only 19% of startups make it to Series A. Fundamentally, Sales for Startups exists to increase that figure. 

Why do so many startups fail? It’s not because there’s a lot of people with bad ideas. It’s because they don’t make enough sales and generate sufficient revenues. 

Too many founders underestimate both the importance and challenge of building a successful commercial engine for their business. And the principle behind the Sales for Startups approach is that founders don’t need to fail for that reason.

How do we do it ?

The 3 Ps

Proposition, People, Process.

A lot of people try to sort their process and people first. Our experience shows this is the wrong way around. We start with the proposition, working with our clients to truly understand what their offer is, how it differs to their competitors and alternatives, their buyer personas etc.

The value proposition underpins your sales strategy and informs who you need to hire (people) and what your sales process needs to look like.

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Integration of marketing and sales  

What does lead generation look like for your business? And how do you make sure you have a sales process that converts? One of the key principles behind the Sales for Startups approach is that founders need to formulate an integrated approach to sales and marketing. Because they need to make sure there’s a seamless and coordinated process between the two.

We work with clients to establish what this needs to look like strategically and help them embed it operationally into their startup.

Operational rigour

There’s two parts to this and both are important. We take a data-driven approach to what we do. And we make sure our clients have the tools and tech in place to enable data-driven decision making and sales.

Equally important are the systems which carry you towards your goal. We use the 90 day methodology and work with clients in sprints. So, this means clear quarterly objectives and milestones. Most of our clients carry on working in this way once we’ve completed the project, and the Sales for Startups team themselves use this process.



Further Reading

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April 7, 2021

How to create your own Revenue Operations strategy

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James Ker-Reid
February 7, 2022

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Patrick Thorp
March 9, 2021

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