It should be repeatable, measurable, and profitable. Every product and business is different. This will focus on a B2B SaaS product.
Why inbound?
- Startup sales win rates decreased
- Running a startup during a recession
- Educating the market is expensive
- Lower ACV products < $20k can’t support outbound sales
- Rule of thumb for inbound vs outbound sales
Sell the first $500k yourself to figure out what works
- Do founder-led sales
- Founder-led sales helps identify product problems
- § How to make your first sales before launching
- When should you make your first sales hire?
Position the product in the market
- When do you need to do this?
- You have customers
- You can identify who your best customers are
- Read Obviously Awesome
- Write it down and use it
Make sure customers don’t churn
- Customer success first then sales
- What does customer success do at a startup?
- Customer success overcomes technical hurdles
Build a playbook
- Making founder-led sales a repeatable process
- What is a sales playbook?
- Materials to support a sales playbook
- How to make a sales deck (one big template, pull slides from it to customize)
- 1 pagers
- Testimonials
- Media library (screenshots)
- Onboarding playbook
Generate inbound leads
- How to think about go-to-market
- Drive traffic to your website
- How to do SEO
- how to do paid ads
- PR
- Social
- How to get referrals
- Capture leads Give users a way to get in touch (schedule a meeting) or stay in touch (join an email list)
Convert leads into customers
- Selling to inbound leads
- Schedule a consultation is the top of the funnel
- Discovery questions in sales calls should feel consultative
- Run the sales playbook
- Run the onboarding playbook
- Self-serve
- Is your product actually self-serve?
- How to make a product self-serve?
- Which customer segments are best for self-serve?
Automate using a CRM to turn prospects into leads, leads into customers, customers into successes
- Set up a CRM
- How do you set up HubSpot for B2B sales?
- How should you set up a sales pipeline in HubSpot
- How to set up post-close processes in HubSpot
- How to set up support in HubSpot?
- How to track renewals in HubSpot
- How to measure the sales funnel in HubSpot
- Win rate
- Top sources
- Churn risk
- Renewals
- How do you set up HubSpot for B2B sales?
- Automate emails to drive prospects to schedule a consultation or sign up
- Map out all of the customer touch points
- Make a list of triggers
- Write a list of N emails as a sequence
- Automate onboarding process - self-serve, sold