Startup Selling: Sell More Stuff

Unlock Higher Conversion Rates: Master the Customer Buying Process

Are traditional sales courses falling short? This course shifts the focus from simply "selling" to understanding your customer's complete buying journey. Learn to identify the key components of the buying and selling process, dramatically increasing your conversion rates and accelerating your time-to-sale.

Enterprise Sales Expertise:

Navigate complex business-to-business (B2B) sales cycles. Enterprise purchasing decisions often take 3-12 months (or longer!), involving multiple decision-makers, influencers, and individual buyers. This course provides the framework you need to succeed.

The Sales Model Canvas: Your Roadmap to Success

We utilize the Sales Model Canvas, a practical and straightforward process, to guide you from the initial customer conversation through to successful solution implementation. This canvas helps you map out every stage of the sales and buying process.

Real-World Case Studies Across Industries:

Gain actionable insights through diverse case studies spanning various sectors:

• Software-as-a-Service (SaaS) Sales
• Data-as-a-Service (DaaS) Sales
• Platform-as-a-Service (Paas) Sales
• University & College Educational Products Sales
• Government Request-for-Proposal (RFP) Sales
• Clean Tech & Renewable Energy Services Sales (Consulting & Web Development)

Learn from examples from both startups and established companies.

Proven Strategies from Industry Events:

The course materials, lectures, and case studies are based on content delivered at live, in-person workshops at prominent startup and technology events, including:

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

What Others Are Saying:

• "I attended a live workshop for this course. I have this stuff on my desk. It’s our sales compass - where are we on each deal? Are we on track? Where are we going?" - Arthur Bart-Williams, Founder, Canogle, Speaker & Mentor at the Lean Startup Conference
• "Very practical Quickstart for a non-salesperson to do lead discovery and conversion. I’d previously read Solution Selling to overcome a feeling that I’m an engineer not a salesperson, but found the book too theoretical to help. This workshop was a hit-the-ground-running introduction where I left feeling that I can do sales. Highly recommend it." - Riaz Rizvi, Principal at Kickstart Platforms
• "Scott was instrumental in developing our enterprise sales process by teaching us how to navigate through target prospects and developing sales experiments to optimize our process." - Patrick White, CEO at Synata, Best New Enterprise Product at LAUNCH 2013

Highly Recommended Resources:

• Startup Selling (Book): "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
• 52 Sales Questions Answered (Book): "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
• "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