For a company to be successful there are really only two things that have to be on the to do list every single day: Building and Selling. That’s it. The right combination of these two, equals success. That why, when I’m given the opportunity to sell a product that I’m passionate about, InsideVault in this case, I know I am helping in the final outcome, even if the product isn’t perfectly polished. If I have learned something from entrepreneurship, it’s that if you are not embarrassed by some aspects of your product when you launch it… you have gone too slowly.
Startup life is different in many ways. In a startup, the sales model has to be tested continuously. A real sales director will:
• research the market
• test the market
• collect data
• analyze results
• try new approaches or perfect current ones
• Start over again
He will have to know when to pivot, and understand the patterns of the sale process. This has to be done over, and over, and over again until you reach that sweet spot. The faster you get to that point, the faster you will have a sustainable business. There’s no established process, no established accounts, no sales guide. When you sell for an established corporation…you are sliding in where someone has already fought, patched, and fixed. If you are an excellent order taker but can’t think for yourself, startup sales is not your place.
You have to think not only like a sales guy, but as an entrepreneur. You have to be eager to learn, to understand the product and understand the client, to prove yourself and especially be able to grow beyond your responsibilities. You are not only selling, you are building.
When you start out, no one cares about your product… and here is where there is a little magic about sales in a startup: you make people care, you make people feel that with your product they are better than they were before. It’s not a feature… Better is a feeling, and you have to sell that feeling. How well you sell it is as important as how good your product is. And when you make someone feel better, you know that all the time and sweat you spent to get that sale was well worth it!