SaaS Series: Building a sales process for the first few customers

  1. The first set of customers should be found by the founders.
  2. Handhold decision makers with our solution.
  3. Be open for PoCs /Pilots, but make sure that there is skin in the game
  4. Find out thought leaders in the domain/industry
  1. Website
  2. Simple Deck
  3. Product Demos
  4. Product videos
  1. Understand your client
  2. Educate, don't pitch
  3. Emotional than rational ( find the emotional aspect to make the pitch, already discussed above)
  4. Help a client to buy
  5. Value in every transaction: Don't do checkin without having something to offer. Call the customer some time to give some piece of valuable information.
  1. Document what's working and what's not — evaluate why customers buy from us?
  2. Assess the current market and its nuances — list down all potential customers
  3. Once you are on board 7 to 10 customers, execute to achieve customer delight
  4. Create a team who can fix appointments for us — you still have to be the sales head
  5. Invest in client success testimonials
  6. Don't hire sales people from large organisations — tried, tested and failed :). Hire a person with a good pedigree, look at younger folks
  1. Explore setting up presales, sales operations, and branding functions
  2. Get a CRM tool for lead, pipeline, and activity management
  3. Start measuring input-output metrics across the sales cycle. Makes sales of a product over time
  4. Set up weekly/fortnightly governance

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