A company lives and dies by its sales. After a building a product or service, the hardest test a start-up faces is finding the first five to ten customers who are willing to bet on you when no one has heard of your company and when your product has yet to be battle-tested. This is by far the hardest challenge for an early-stage enterprise software start-up to overcome, and it takes focus, perseverance and sometimes, a bit of luck.

This Masterclass elucidates the importance of sales strategy in start-ups, the mindset and best practices in selling in highly competitive environments and the wisdom of nurturing a relation from lead generation to closure. The program outlines the practical and tactical ins and outs of how to sell enterprise products and services to a sophisticated marketplace. 

There will be role-plays, and exercises to enable experiential learning.

Who should attend?

·  High growth enterprise start-ups looking to build a robust sales model and pipeline 

Highlights:

·  The art of Convincing

·  Tackling rejection in Sales

·  Being a salesperson vs Being a person who sells

·  Consultative Sales – Dealing with ambiguity, structuring the haze, value articulation

·  Focus on selling to customers, whether through a direct salesforce or a channel salesforce 

·  Resilience: Good sales professionals understand that you will get one 'yes' per nine 'no'

·  How to build and manage a sales force

·  Building compensation systems for a sales force

·  Assigning territories, resolving disputes and dealing with channel conflicts

Speakers:

Rajiv Raghunandan – Managing Partner, SeedX (https://www.linkedin.com/in/rajiv-raghunandan-669b27/)

Cheenu G Srinivasan – Happiness Coach, Positive Intention Consulting Services (https://www.linkedin.com/in/cheenugsrinivasan/)