Startup Sales to Big Companies

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Description

This class will address the challenges all startups face when targeting big companies. We'll talk about identifying opportunities, finding a champion, how to (not) push, the big meeting, and how to close. Matthew will present 13 key tips to taking your startup sales to the next level.

Three Key Takeaways

1. Target Your Opportunities – Spend real time going through the product, the applications and the possible markets. Don’t rush that stuff. Start with five target companies to focus on. Too many options is too confusing. Once you’ve made some progress with those five, you can expand your search.

2. Cold Calling is Your Friend – There is no single better way to hone your pitch than cold cal…

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Didn't find what you were looking for? See also: Cold Calling, Startups, Full time MBA, Leadership, and C/C++.

This class will address the challenges all startups face when targeting big companies. We'll talk about identifying opportunities, finding a champion, how to (not) push, the big meeting, and how to close. Matthew will present 13 key tips to taking your startup sales to the next level.

Three Key Takeaways

1. Target Your Opportunities – Spend real time going through the product, the applications and the possible markets. Don’t rush that stuff. Start with five target companies to focus on. Too many options is too confusing. Once you’ve made some progress with those five, you can expand your search.

2. Cold Calling is Your Friend – There is no single better way to hone your pitch than cold calling. Don’t be that LinkedIn spammer who always needs introductions. Do 10 cold calls a day to companies outside your target list. You’ll be ready when the boss of your top target picks up the phone.

3. The Second Best Answer is a Quick No – It hurts. It stings. There’s nothing good about getting rejected on a deal except the fact that it didn’t take too long to get rejected on a deal. There’s precious little you can do to push the string towards a decision. But you can respect the folks who decide quickly, and make a note to come back to them after a while.

This class will be peppered with five hands-on components: Target Identification, Cold Call practice, Relentless Preparing for the Meeting, Handling Nos, Not Yets and Yes buts, and Closing

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There are no frequently asked questions yet. Send an Email to info@springest.com