September 12: How To Sell (as an early stage company)
Source: Tyler Bosmeny, YC Startup School
Published: September 2018
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How To Sell (as an early stage company)
Speaking to founders at a YCombinator event, Tyler Bosmeny shared his perspective on sales for early stage companies.
The framework most commonly used is the sales funnel. Typically, there are four stages:
- Prospecting: warm introductions from your network or cold emailing.
- Conversations: learning about the organization’s problem(s). Identifying where your solution can help.
- Closing: agreeing on pricing and signing a sales agreement.
- Promised land (revenue): your customer pays the first bill!
“Sales is about listening. Your instinct as a founder is to talk most of the time, but you have to fight that. I’ve seen the most success when your customer talks for 70% of the conversation.”
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