• Understand how exceed sales targets in a rebounding segment of the industry
• Pursue opportunities specifically within start-ups and pre-IPO companies
• Take advantage of sales strategies to build a pipeline of future business
• Focus on long-term product and service value over low cost solutions
• Understand how to deal with complex buying structures and VC requirements
• Work with the needs of different buyer types within an organization
• Establish rapport and build chemistry in new and existing accounts
• Quantify post-sale costs that may be incurred subsequent to purchase
• Bundle products and services to increase customer value and lower costs
• Use strategic questioning skills to uncover buyer situations, and priorities
• Adjust a personal sales approach based on customer cues
• Identify problem areas and potential product or service solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over competitors pursuing start-up companies
• Handle objections and barriers and close the sale

Just a few short years ago, selling a product or service into a start-up was one of the easiest sales one could make. Back when venture capital could easily be had by any company with an Internet-based idea, financially viable or not, sales organizations routinely shattered sales targets. During those days, start-up offices were crowded with business “status symbols” like Aeron chairs and company-provided PDAs, laptops and plasma TVs. Eventually, one company after another fell apart when ideas touted as “the next big thing” were exposed as poorly conceived ideas that did little but drain venture capital money with nothing to show but negative returns. The bubble burst and legitimate firms found themselves struggling for a smaller pool of venture capital dollars. Today, as the market rebounds and the economy picks up steam, start-ups continue to make a mark in fields such as the software industry, web-based services and biotechnology. Sales professionals must now sell more intelligently to provide valuable products and services to start-ups that no longer have the luxury to make unwise business decisions. Our Start-up Company Sales Training focuses on the specific needs of start-ups via the application of a solution-based sales philosophy.

This informative and highly interactive training workshop provides sales professionals with the ability to uncover needs and offer valuable solutions via a consultative selling approach. Key sales methodologies applicable to today’s competitive business environment focus on the ability to know and understand one’s customer before product and service solutions can accurately and effectively be provided. In Start-up Company Sales Training, we teach a proven step-by-step sales process that empowers sales professionals to walk prospects through the sales cycle towards rational and financially sound product and service recommendations and solutions. Various topics such as behavioral analysis, cold calling, closing and sales performance evaluation are also covered during this valuable sales workshop. This interactive three-day program allows participants to practice proven concepts via role playing sessions, group activities, self-analysis instruments, exercises, discussion sessions and lectures that reinforce the learning process. These activities help increase knowledge transfer, skill retention and allow participants to put newly acquired sales skills to use in target start-up companies.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.