3 ms·
1)-Focus on what's in for them. 2)-Get a common 'friend' to endorse/introduce- preferably board member, investor, or someone credible from CEO's graph. 3)-Posit
by ga110578 10y ago
1)-Focus on what's in for them.
2)-Get a common 'friend' to endorse/introduce- preferably board member, investor, or someone credible from CEO's graph.
3)-Position your product/solution on these levers- Increase Revenue, Reduce Expenses, Lower Losses.
4)-Select right approach- relationship vs transactional
5)-Don't try to close in Meeting 1
6) Demonstrate how your product has helped other clients/business partners.
[Was CEO of a financial services company and worked with large banks and FI's.]
- tixocloud 10y agoThanks. Would you be able to comment on sales cycles and landing our first user/customer?
- ga110578 10y agoSure, sales-cycle will depend on the size of potential customer/company. Big organizations = Longer decision making. First user/customer is always through personal referrals/reputation/network. Easiest way to do this is: 1) Focus on Small/Mid-sized Financial services companies to establish a beachhead/ First few customers. 2) Sharply define your product/solution and how it fits in that particular company's narrative. 3) Find "side doors"-Independently pitch to 1-2 board members, and separately to the CEO. Specific to "marketing automation software" - connect with CMO/Sales head and demonstrate the value prop. The objective is 'decision makers' should hear positively about your company from different sources. 4) Be flexible with the commercial model to get first few clients ( many prefer outcome based pricing) 5) Get a subtle PR cycle activated for your company/product. 6) Minimize integration effort: Ensure that your product can easily be integrated with customer's existing infra. (Preference is for API-based solutions) If orchestrated correctly, you will have 2-3 'paying customers' in month 1-2. All the best.
- tixocloud 10y agoThanks! I'll give it a shot.