Startup Marketing & Sales

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    12-Apr-2017

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Deliver a Powerful Pitch to Investors in 10 Minutes

Deliver Powerful Pitches to Investors

in 10 Minutes

Start-upSales + Marketing

Top 10 Things To KnowCaroline Cummings | @iamcarolina

IdeatorsInnovatorsStartersGrowersExiters

Know where you fall2

Field of Dreams if you build it they will come not necessarily true in the startup world. 3

Whats Wrong?

AskListenImplementRewardThankInclude Customers in your R&D

Youre building a sales force!5

MVP

Early Market Validation

TellAStory

Know your story first dont talk about you, your product or why youre better than anyone else talk about what it looks like or feels like to experience your product. 8

Know what word(s) you want to own in the mind of the consumer

Field of Dreams if you build it they will come not necessarily true in the startup world. 9

If you were about to give a speech to a large audience, and someone asked, what is your talk about?

Youd say__________________!

Field of Dreams if you build it they will come not necessarily true in the startup world. 10

Driving

Safety

Social Network

Building a company

Means Selling things

Means

Building a brand!

Field of Dreams if you build it they will come not necessarily true in the startup world. 14

Know what you want to own

How you will defend it

Field of Dreams if you build it they will come not necessarily true in the startup world. 15

Your CompetitionClearly communicate your Value Proposition

16

Due Diligence on CompetitionCity/LocalFocusNo CharacterLimitationsFree toPostCan IncludeImagesSocialMediaFriendlyEasy to search Local Newspaper

Who are you selling to?

Target Markets

18

Target Markets1st2nd3rd4th5thBeta Market, Addressable Market, Market Segments, % of Revenue/Market, Potential Market...

Highlight any Key Research

TAM: total possible demand for your productSAM: based on your current business modelSOM: based on practical limits of your business model

Target Markets

1stHarvard/Stanford2ndIvy League3rdColleges/Univs4th14 34 yrs old Businesses5th

Fastest growing demographicWomen 55+ years old

22

Acquiring Your Customers?Including the cost to acquire a customer

Assumptions are King!

Its the #s Behind the Numbers that matter!

The numbers behind the numbers are more important than your projections. 24

Selling & Marketing isListening

25

MonitorLearnCompareRespond

www.google.com/alerts

Listen Online

26

Nice to see a large company listening.Respond!

27

GatherCitizenMarketers

28

Customer evangelists who generate media (primarily online) on behalf of products, services, companies, or people who generate inspiration.

Citizen marketers

29

10

30

1%

31

Swing for the fences make those asks cold call make it happen!32

Anything Worthwhile is Difficult.

-- Coco Chanel

Being comfortable being uncomfortable.33

How to Step Outside of Your Comfort Zone and Sell Faster, Better, Smarter Caroline CummingsVP of Biz Dev & SalesPalo Alto Software

Comfort Zone =

A type of mental conditioning that causes a person to create and operate mental boundaries

Comfort Zones Define Us

Whats it look like?

Fear

ComfortZone# 5 Deep Water# 4Financial Problems# 3Insects and Bugs# 2Heights# 1Public speaking

ComfortZone

PublicSpeaking

Starting a Vlog

ToastMasters

Making Sales Calls

A Healthy Dose of Anxiety

Anxiety can improve performance

but, if you step beyond your optimum performance zone

Danger Zone

Danger Zone

As levels of anxiety or discomfort increase to high levels performance can decline rapidly

Traveling to Cairo During Social Unrest

If you dont step out of your comfort zone

you WILL miss opportunities

How to do it?

Unleash Your Inner Hero

Defending the Underdog

Convince in Style

Kick AssTake Names

Dont sell

Enchant !!

Enchantment transforms situations and relationships. It converts hostility into civility.

It reshapes civility into affinity. It changes skeptics and cynics into believers.

If you dont step out of your comfort zone

you WILL miss opportunities

Opportunities like:

Raising fundsWinning customersRecruiting talentLanding partnershipsGetting promotions

4 Tips for Winning Sales

Tip #1Never make a cold call!!

Due diligenceMedia mentionsLinkedin profilesInterestsCompetitorsThink quality not quantity

Tip #2View a No as an opportunity

NegotiationsOpen

Fail FastorScale Fast

Tip #3

Find a Minimum Viable Partnership

Tip #4

One way I am going to step outside of my comfort zone is by_________________.

How to Step Outside of Your Comfort Zone and Sell Faster, Better, Smarter Caroline CummingsVP of Biz Dev & SalesPalo Alto Software