5 ms·

Ask HN: Sales Resources

11 points by kyro 17y ago

I'm working on a webapp that is targeted at will be directly sold to a pretty specific niche, like a 37signals app. I don't have much experience in direct sales, and was wondering if any of you had any good resources (books/sites/etc) for a beginner trying to get into the sales game. Your advice, tips, etc, you may have as far as marketing and selling an online service are all welcomed, of course. Thanks. EDIT: It's targeted at the religious market.

callmeed 17y ago
I'm having a little trouble parsing your first sentence, but ... if you have a truly specialized/niche product, my best advice is to find high-profile people inside the industry, partner with them in one way or another, and let them sell for you. We did this initially and it was instrumental in our growth. For most niches, there are trade organizations, annual conventions, and "connectors" (as Gladwell would call them) who have been around for years, teach workshops, run regional groups, etc. This is where I'd start looking. Hit an annual convention or two–you don't have to exhibit just yet (but it would help), but at least walk the floor and introduce yourself. Look at the speakers and get in touch with them. Many trade organizations allow you to advertise directly to their members. Hope that helps.
3pt14159 17y ago
Hey Kyro - Bring someone on. It takes about 1 year to really learn sales, 6 months if you have a bit of a marketing background. If you really can't bring someone on, then here are some pointers based off of the sales guys I work with. First, treat everything like a funnel. First time visitors to repeat visitors to trial accounts to paid accounts to referring accounts. Test around about a bit to determine where you are best able to impact the conversion from one part of the funnel to the next. Make sure your tests are not biased. Randomly assign yourself to a certain number of leads vs a control group. In some companies, the best way to spread the word and impact final sales is through contacting your already paying accounts and getting them to spread the word to their contacts. This works especially well if they have a ingrained interest in seeing you do this (ie, they get value by bringing people on). But usually your best performance is reached by calling, emailing, sending real life snail mail to people that have created free accounts. Also, always CARE about your users, especially your first ones. Care, care, care, care, care. Your first users are typically cutting edge folk that others look to for advice. Even if it looks like a negative ROI to service these users it's not, because they spread the word. You should be emailing these guys back within the hour. Once you reach enough visitor volume, split test EVERYTHING. Pricing pages, home pages, sales tactics, etc. Send me an email if you want some tips on how to do this successfully, it is part of what I do for a living :) p.engineer@gmail.com All the best going forward!
nico 17y ago
This was posted a while ago on HN and I found it really useful: http://saleseverything.ning.com/profiles/blogs/8-sales-questions-you-cant http://saleseverything.ning.com/profiles/blogs/8-sales-quest...
mahmud 17y ago
If it's B2B software shoot me a product description and screenshots, and let's discuss the terms. It would be easier if you have a CJ account. Affiliate marketing is what you want, offer a top commission and give more freedom to publishers.
bcx 17y ago
Just for fun, you might want to drop Olark (http://olark.com http://olark.com) on your website, so when you do get useful traffic you'll have an opportunity to help sell to them -- it's worked out pretty well for us. (shameless plug)
kleine2 17y ago
Books by Brian Tracy

11 points by kyro 17y ago

callmeed 17y ago

I'm having a little trouble parsing your first sentence, but ... if you have a truly specialized/niche product, my best advice is to find high-profile people inside the industry, partner with them in one way or another, and let them sell for you. We did this initially and it was instrumental in our growth. For most niches, there are trade organizations, annual conventions, and "connectors" (as Gladwell would call them) who have been around for years, teach workshops, run regional groups, etc. This is where I'd start looking. Hit an annual convention or two–you don't have to exhibit just yet (but it would help), but at least walk the floor and introduce yourself. Look at the speakers and get in touch with them. Many trade organizations allow you to advertise directly to their members. Hope that helps.

3pt14159 17y ago

Hey Kyro - Bring someone on. It takes about 1 year to really learn sales, 6 months if you have a bit of a marketing background. If you really can't bring someone on, then here are some pointers based off of the sales guys I work with. First, treat everything like a funnel. First time visitors to repeat visitors to trial accounts to paid accounts to referring accounts. Test around about a bit to determine where you are best able to impact the conversion from one part of the funnel to the next. Make sure your tests are not biased. Randomly assign yourself to a certain number of leads vs a control group. In some companies, the best way to spread the word and impact final sales is through contacting your already paying accounts and getting them to spread the word to their contacts. This works especially well if they have a ingrained interest in seeing you do this (ie, they get value by bringing people on). But usually your best performance is reached by calling, emailing, sending real life snail mail to people that have created free accounts. Also, always CARE about your users, especially your first ones. Care, care, care, care, care. Your first users are typically cutting edge folk that others look to for advice. Even if it looks like a negative ROI to service these users it's not, because they spread the word. You should be emailing these guys back within the hour. Once you reach enough visitor volume, split test EVERYTHING. Pricing pages, home pages, sales tactics, etc. Send me an email if you want some tips on how to do this successfully, it is part of what I do for a living :) p.engineer@gmail.com All the best going forward!

nico 17y ago

This was posted a while ago on HN and I found it really useful: http://saleseverything.ning.com/profiles/blogs/8-sales-questions-you-cant http://saleseverything.ning.com/profiles/blogs/8-sales-quest...

mahmud 17y ago

If it's B2B software shoot me a product description and screenshots, and let's discuss the terms. It would be easier if you have a CJ account. Affiliate marketing is what you want, offer a top commission and give more freedom to publishers.

bcx 17y ago

Just for fun, you might want to drop Olark (http://olark.com http://olark.com) on your website, so when you do get useful traffic you'll have an opportunity to help sell to them -- it's worked out pretty well for us. (shameless plug)

kleine2 17y ago

Books by Brian Tracy