Startup Selling: Sell More Stuff

Unlock Your Sales Potential: Master the Customer Buying Process

This free sales course shifts the focus from simply "selling" to understanding your customer's journey. Learn to identify the key components of the buying process and significantly increase conversion rates and accelerate your time-to-sale.

Designed for enterprise sales (B2B), this course addresses complex purchasing decisions that can span months, involving multiple stakeholders. We provide the Sales Model Canvas, a practical framework to guide you from initial customer conversations through to successful solution implementation.

What You'll Learn:

• Understanding the Customer Buying Process: A deep dive into the stages buyers go through.
• Sales Model Canvas: A simple, actionable process for managing deals.
• Conversion Rate Optimization: Strategies to improve your sales performance.
• Time-to-Sale Acceleration: Shorten the sales cycle and close deals faster.

Real-World Case Studies:

Gain insights from diverse industries and solutions, including:

• Software-as-a-Service (SaaS) Sales
• Data-as-a-Service (DaaS) Sales
• Platform-as-a-Service (PaaS) Sales
• Educational Products Sales (University & College)
• Government & RFP Sales
• Clean Tech & Renewable Energy Sales
• Services-Based Companies: Consulting, Web Development
• Startup & Established Company Examples

Course Content Developed from Live Workshops:

The materials, lectures, and case studies are based on content delivered at live workshops for startup and technology groups, including:

• Lean Startup Conference
• Startup Grind
• The Lean Startup Circle-San Francisco
• The Lean Startup-Orange County
• The Lean Startup-Portland
• Bootstrapper's Breakfast
• Entrepreneur's Organization
• SARTA Workshop

What Others Are Saying:

• "This course is our sales compass – helping us track progress and stay on track with each deal." - Arthur Bart-Williams, Founder, Canogle, Speaker & Mentor at the Lean Startup Conference
• "A practical Quickstart for non-salespeople to master lead discovery and conversion. Highly recommend!" - Riaz Rizvi, Principal at Kickstart Platforms
• "Scott helped us develop our enterprise sales process and optimize our sales experiments." - Patrick White, CEO at Synata, Best New Enterprise Product at LAUNCH 2013

Recommended Reading:

• "Startup Selling": A valuable resource for anyone selling, regardless of their role.
• "52 Sales Questions Answered": Provides insightful answers to common sales challenges.

"I found this book useful as we all sell something to someone no matter what our job is. The customer could be your manager or co-workers, and you might be selling your new idea rather than a product. No matter what you sell, you bound to pick up useful ideas in this book." - Ali Julia, Amazon #1 Reviewer, Review of "Startup Selling"

"There is a wealth of information here - the book makes the reader feel like being in attendance at one of his seminars. Sambucci is bright, witty, focused, and right there on the front lines of success. Just buy into it." - Grady Harp, Amazon Top 50 Reviewer, Review of "52 Sales Questions Answered"

"If you are an entrepreneur who wants to get up to speed quickly on selling to business, in particular selling software, the book belongs on your short list of must reads." - Sean Murphy, Founder SKMurphy, Review of "Startup Selling"