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    How To Sell - Tyler Bosmeny

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    yohanesgultom
    This document summarizes a talk about how to sell as a startup. It discusses that sales is important for startups and founders should own the sales process. It breaks down the sales funnel into four parts: prospecting by finding early adopters, having conversations by listening and following up, closing deals quickly using templates, and focusing on revenue by getting customers efficiently. It provides tips like prioritizing speed over bigger clients, learning pricing over time, and using money-back guarantees over free trials.

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    How To Sell - Tyler Bosmeny

    Uploaded by

    yohanesgultom
    440 views3 pages
    This document summarizes a talk about how to sell as a startup. It discusses that sales is important for startups and founders should own the sales process. It breaks down the sales funnel into four parts: prospecting by finding early adopters, having conversations by listening and following up, closing deals quickly using templates, and focusing on revenue by getting customers efficiently. It provides tips like prioritizing speed over bigger clients, learning pricing over time, and using money-back guarantees over free trials.

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    Summary of talk "How to Sell" by Tyler Bosmeny (YCombinator)

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    How to Sell - Tyler Bosmeny

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    This document summarizes a talk about how to sell as a startup. It discusses that sales is important for startups and founders should own the sales process. It breaks down the sales funnel into four parts: prospecting by finding early adopters, having conversations by listening and following up, closing deals quickly using templates, and focusing on revenue by getting customers efficiently. It provides tips like prioritizing speed over bigger clients, learning pricing over time, and using money-back guarantees over free trials.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    440 views3 pages

    How To Sell - Tyler Bosmeny

    Uploaded by

    yohanesgultom
    This document summarizes a talk about how to sell as a startup. It discusses that sales is important for startups and founders should own the sales process. It breaks down the sales funnel into four parts: prospecting by finding early adopters, having conversations by listening and following up, closing deals quickly using templates, and focusing on revenue by getting customers efficiently. It provides tips like prioritizing speed over bigger clients, learning pricing over time, and using money-back guarantees over free trials.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
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    Summary of “How to Sell”


    Posted on August 10, 2019
    by [email protected] (https://yohanes.gultom.me/author/yohanes-gultomgmail-
    com/)

    tured image is a photo by Mimi Thian (https://unsplash.com/@mimithian?utm_source=unsplash&u

    This is my personal summary/notes from a talk by Tyler Bosmeny, CEO of Clever, Y


    Combinator alumni
    How to Sell by Tyler Bosmeny

    There are some popular myths about sales job where it is considered a high-class job that only
    gifted people could deliver. In reality, that’s not always true. Some facts that Tyler observed in
    his experience as a math-guy-turned-into-salesperson:

    It’s you. Do not rely on people we hire (especially in the future)


    Founder’s passion and knowledge trumps sales experience
    Pick a founder to own (focus on) this
    Talking to users = selling. There are only 2 important tasks in startup: building product
    and selling (most of the time, by talking to users)

    Break down sales process using the sales funnel that consist of four parts: prospecting,
    conversations, closing and revenue

    1. Prospecting
    For a startup, it is a process to find “the innovators” (2.5% of the market, Diffusion of
    innovations (https://en.wikipedia.org/wiki/Diffusion_of_innovations), Everett Rogers
    (https://en.wikipedia.org/wiki/Diffusion_of_innovations))
    Reach as much prospects as possible by: network, conference/events, cold (but
    personal) emails
    2. Conversations
    The best salespeople are great listeners
    Focus on understanding and building a relationship with the users
    Posses inhumane willingness to follow up
    Being persistence is helpful as long as you are being respectful
    3. Closing
    Have an agreement template ready. If you haven’t got one, use free template
    (https://www.ycombinator.com/docs/YC_Form_SaaS_Agreement.doc) from Y
    Combinator
    Close quickly and move on. Avoid unending agreement revision loop
    Beware of “one more feature” trap. Most of the time it’s a “pass”. If you really want
    to build new features for customer, ask them to join/pay first and promise to build
    them afterward
    The “money-back guarantee” scheme is usually much better than “free trials”
    4. Revenue
    Estimate (based on profit per customer) how many customers you actually need to
    be sustainable (Five ways to build a $100 million business
    (http://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-
    business.html), Christoph Janz (http://christophjanz.blogspot.com/2014/10/five-
    ways-to-build-100-million-business.html))
    Improve efficiency along the way

    Some other tips:

    Prioritization: in the early days, optimize for the speed. Do not choose the “bigger”
    prospects, but the “easy/fast” ones
    Pricing journey: initially, guess your products/services price then learn incrementally
    from feedback

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