Sales

  • The Startup Founder Sales Series: An Introduction

    The Startup Founder Sales Series: An Introduction

    Mark Birch, Principal Startup Advocate with AWS, introduces his Founder Sales series, which will provide a language and an understanding of how sales works so that you can be more knowledgeable...

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  • Mindset: Confidence & Resilience  (Startup Founder Sales Series, Part 1)

    Mindset: Confidence & Resilience (Startup Founder Sales Series, Part 1)

    At some point in every startup's history, founders will need to acquire real customers—the type that want to invest money and time into the product. This means giving their product a price and...

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  • Understanding Customer Motivation (Startup Founder Sales Series, Part 2)

    Understanding Customer Motivation (Startup Founder Sales Series, Part 2)

    In this post, we want to narrow the knowledge gap and help startup founders prospect with a better understanding of their potential customers. When done effectively, prospecting results in higher...

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  • Identifying Target Markets (Startup Founder Sales Series, Part 3)

    Identifying Target Markets (Startup Founder Sales Series, Part 3)

    In part three of the Startup Founder Sales Series, we dive into the topic of target markets and how to determine the industries and segments on which to focus your sales efforts.

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  • Building the Right Messaging (Startup Founder Sales Series, Part 4)

    Building the Right Messaging (Startup Founder Sales Series, Part 4)

    In part four of the Startup Founder Sales Series, we explore the topic of sales messaging and what it takes to create copy that starts sales conversations with the buyers in your ICP.

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  • How to Build Lead Lists (Startup Founder Sales Series, Part 5)

    How to Build Lead Lists (Startup Founder Sales Series, Part 5)

    In part five of the Startup Founder Sales Series, we dive into how to find the contacts to reach out to and where to find this data from.

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  • Prospecting Mechanisms (Startup Founder Sales Series, Part 6)

    Prospecting Mechanisms (Startup Founder Sales Series, Part 6)

    In part 6 of the Startup Founder Sales series, Startup Advocate Mark Birch walks you through the process of putting these leads to work through a repeatable outbound prospecting process.

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  • Qualifying for the Right Customers (Startup Founder Sales Series, Part 7)

    Qualifying for the Right Customers (Startup Founder Sales Series, Part 7)

    For startup founders, the time is your biggest constraint. You are running a company, seeking capital, guiding product, hiring staff, and leading marketing and sales. If four out of five deals...

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  • More Effective Sales Meetings (Startup Founder Sales Series, Part 8)

    More Effective Sales Meetings (Startup Founder Sales Series, Part 8)

    As a founder of a B2B startup struggling to book sales meetings, it is frustrating to experience getting ghosted. This is when all communication ceases between two parties. For salespeople, this...

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  • Finding Your Internal Champion (Startup Founder Sales Series, Part 9)

    Finding Your Internal Champion (Startup Founder Sales Series, Part 9)

    After you have had successful preliminary sales meetings, the next step is to build upon these initial meetings to develop internal support for your solution and ensure your efforts lead to a...

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  • Navigating the Internal Sale (Startup Founder Sales Series, Part 10)

    Navigating the Internal Sale (Startup Founder Sales Series, Part 10)

    In part 10 of the Founder Sales series, AWS Startup Advocate Mark Birch walks through the common mistakes that can lead to a good deal unraveling and how to address them.

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  • Contract and Legal Traps to Avoid (Startup Founder Sales Series, Part 11)

    Contract and Legal Traps to Avoid (Startup Founder Sales Series, Part 11)

    In part 11 of the Founder Sales Series, AWS Startup Advocate Mark Birch shares some of the more common sticking points and areas of caution when it comes to legal side of closing deals.

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  • Negotiate & Close the Deal (Startup Founder Sales Series, Part 12)

    Negotiate & Close the Deal (Startup Founder Sales Series, Part 12)

    In the final post of the Founder Sales series, AWS Startup Advocate Mark Birch shares how to avoid the 11th hour close.

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  • Putting It All Together (Startup Founder Sales Series, Conclusion)

    Putting It All Together (Startup Founder Sales Series, Conclusion)

    AWS Startup Advocate Mark Birch concludes his Founder Sales Series with advice on how to put all his tips and tricks together to create a more effective sales strategy for your startup.

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