a repeatable sales process
As a serial entrepreneur, my friend David has learned a few lessons about running a company. He shares his experiences with the world of startups on his blog. In, he comments,
Regardless of the type of business you have I think it's really important to understand in a reproducible way how to sell your product or service.
Before you hire the first sales person, someone with both product and sales savvy should define a repeatable sales process--or at least a straw man of one. Much of typical sales methodologies is really product management methodology: define the personas, identify their problems, and craft a clear message (ie, positioning) to help them choose your solution. Follow a process to move someone from a prospect to a satisfied client. Write the process down and that's the basis of your internal product training.
If you've ever attended sales methodology training, you know that the best sales people take this repeatable approach to selling.
Looking for the latest in product and data science? Get our articles, webinars and podcasts.