Sales is hard. Startup sales is harder. Finding your first enterprise customers for a technology product is hardest of all.
Now you can get expert help with every B2B sales situation, from finding your first customers to closing sales. SalesDev.Global provides live, private sales coaching to help you achieve your sales objectives. It’s like having a VP of Sales on-call.
SalesDev.Global can help you immediately if:
- You need to meet your first enterprise customers for your technology product
- You just dreamed up the perfect product...but want to validate your ideas with users
- You need testers for your MVP...but you don’t have any testers lined up
- The product is done...and you are wondering who will buy it
Hear what startup founders say about SalesDev.Global coaching:
Are you working with enough customers?
Many B2B startups don’t talk with customers early enough. Founders want to have their product and story perfect before showing them to potential buyers. They postpone customer feedback, which is so crucial for early-stage startups.
The most successful B2B startups engage with customers as early as possible, so they can:
- Test their product concepts
- Start to build sales relationships
- Solve specific customer requirements
- Begin the sales process as soon as possible
Your SalesDev.Global coach will help you find and meet these critical early customers.
The hardest part is getting started!
Many founders who need to find customers for a new technology product feel intimidated. Where do you start?
Your SalesDev.Global coach will walk you step-by-step through:
- Identifying the “watering holes” where customers gather
- Building outbound contact lists of qualified customers
- Making personal contact and building customer relationships
- Identifying the Pain they feel, and the Hot Buttons that will motivate them to buy your product quickly
- Proposing, negotiating and closing sales
(excerpt from Stage 1 coaching module)
(excerpt from Stage 3 coaching module)
How to design and test your MVP for enterprise accounts
The definition of an MVP is, “the minimum experiment you can create to test your assumptions with customers.” While in some cases this experiment may make it into production, it is far more common that the experiments look nothing like the production product or service.
SalesDev.Global will guide you through the MVP process from planning, through design hacks, to testing with customers and designing the next iteration. Learn about designing MVPs, recruiting customers to test them, and running profitable PoCs and pilots.
Meet Your High-Tech Sales Coach
Since his first job as a hardware engineer in Silicon Valley over 30 years ago, Dave Millman has held sales and technical roles in startups across a wide variety of industries:
- Cloud computing, networking and wireless communications
- Semiconductors and semi manufacturing equipment
- CAD/CAM/CAE/EDA
- Enterprise, desktop and mobile software
Dave has helped hundreds of startups to understand their customers’ problems, identify the cost of that problem, and discover the Hot Buttons that motivate them to buy. He can coach you from the start of your customer journey all the way to revenue. Book a free initial coaching session and see for yourself.
Testimonials
“Most founders are product focused. They don't understand and often have no experience with customers. While there's nothing as hard as actually getting an order from a customer, it's usually easy to get their early opinion. Everybody loves to give advice.
“SalesDev.Global has the right approach. They teach founders how to get in front of customers to get that early opinion. When the product finally comes it will be the product that the customer wanted. It then becomes a lot easier to close the deal.
But it will still be hard!!”
“SalesDev.Global has the right approach. They teach founders how to get in front of customers to get that early opinion. When the product finally comes it will be the product that the customer wanted. It then becomes a lot easier to close the deal.
But it will still be hard!!”
John East
Former CEO, Actel
“SalesDev.Global delivered two half-day workshops for our portfolio company CEOs. Both workshops were extremely well received. Semiconductor startup founders are typically strong on technology but weak on sales and marketing. Dave’s workshops showed them how to get in front of customers early and often.
The whole experience was extremely relevant for the high-tech markets our companies serve. The sessions were highly interactive and the consensus from the CEOs and Silicon Catalyst team in attendance is that it was a valuable training experience.”
The whole experience was extremely relevant for the high-tech markets our companies serve. The sessions were highly interactive and the consensus from the CEOs and Silicon Catalyst team in attendance is that it was a valuable training experience.”
Pete Rodriguez
CEO, Silicon Catalyst
“My company was getting ready to pivot. We needed help to focus the whole team on new priorities and new customers. I hired Dave to run a SalesDev workshop for us in Boston. Dave brought audio customer interviews to the session, and helped our team analyze what the customers said, which was really valuable. We were able to create a viable strategy in just two days. It can be really hard to get a team of over-achievers pointed in the same direction, but Dave did it with the SalesDev workshop and particularly the customer feedback. He's been a great advisor ever since.”
Ramses Alcaide, PhD
CEO, Neurable
“We manufacture semiconductor metrology tools. Selling them is difficult because the target market requires us to reach a small number of technical people within very large companies.
SalesDev.Global has helped us with every aspect of reaching that market, from messaging to outbound campaigns that have opened the doors at major accounts. They even created a product video to use during the campaign. I’m happy to recommend them to any deep-technology company.”
SalesDev.Global has helped us with every aspect of reaching that market, from messaging to outbound campaigns that have opened the doors at major accounts. They even created a product video to use during the campaign. I’m happy to recommend them to any deep-technology company.”
Bulent Basol, PhD
CEO, Active Layer Parametrics
FAQ
What is a sales coaching session like?
Here’s what happens at a typical coaching session. First, you describe what happened since our last call: customer conversations, product improvements or other events related to your progress toward revenue. Next, we plan specific steps to achieve your customer objectives during the next week.
Then the fun begins: we start working your sales goals together, side by side:
- Writing presentations and outbound campaigns
- Scripting demos and videos
- Rehearsing questions to ask customers
- Calling customers!
Yes, your sales coach can join you on customer calls to help you move customers forward as quickly possible. How much would you benefit from having a coach join you on your next sales call?
How much coaching will we receive at SalesDev.Global?
You will receive up to four live coaching sessions per month, including:
- Three private sessions (just you and your coach)
- One public Q&A session with a coach and other startups
- Plus, you can request a private “need help now” session anytime, up to four times per year.
You can also discuss customer issues on our active community forum. You’ll get help when you need it.
What can we cover in coaching?
Most SalesDev.Global clients use their coaching time to plan and implement sales programs including:
- Identifying their target market
- Creating and running outbound campaigns
- Planning, creating and delivering demos, presentations, videos and webinars
- Planning and building their MVP and recruiting test customers
- Building relationships with early sales prospects
- Planning and running evaluations
- Proposing and closing sales
Your coach will work with you to identify your most important sales activities, plan them out and manage the project.
Do we get access to the SalesDev.Global web site?
Yes! All coaching clients get full membership in the SalesDev.Gobal web site, which contains coaching modules created for technology startups at Silicon Valley accelerators. You’ll find specific, actionable instructions organized into 5 stages:
Stage 1: Getting Started
Stage 2: Validate Your Plan
Stage 3: Build & Test Your MVP
Stage 4: Tell Your Story
Stage 5: Launch!
This material gives you a big head start on many sales and customer development activities, so you and your coach don’t have to start from a blank page. Click here to take a look around!
You have so many B2B startup founders here! Can we talk to other members?
Of course! In addition to public Q&A events, you have 24/7 access to our Founder Community where everyone is working on improving their B2B sales results. Click here to take a look.
I’ve been to sales training. How is this different?
Sales training classes are great, until they’re over. SalesDev.Global is about planning and implementing the sales activities you need NOW.
Your SalesDev.Global coach will work with your team on your specific sales initiatives:
- Planning, management and implementation help for your outbound sales contact activities
- Creating, revising and rehearsing your demos, webinars and presentations
- Individual account planning and review
- Writing, negotiating and closing sales proposals
We’ve developed a product but have no idea where or how to start selling it.
Sales is hard. Startup sales is harder. Finding your first enterprise customers for a technology product is hardest of all. You’re not alone!
If you have a solution to a real problem, then customers will want to hear about it. Here on SalesDev.Global, we will guide you every step of the way:
- Validate the Pain that customers feel without your solution
- Refine your product plan to help you build the product customers really want
- Find the Sweet Spot, where customers need your solution and you can grow sales quickly
- Identify the Hot Buttons that cause customers to make the purchase decision
We sell technology products to a technical audience. Can you handle tech?
Your coach, Dave Millman, studied electrical engineering and avionics at MIT, then spent his career in Silicon Valley working in sales and technical roles with startups (plus a short stint as a director at IBM.) He’s sold semiconductors, software, cloud, wireless, telecom and outliers like brain-computer interfaces and nanotech for energy harvesting. Your new technology is always welcome!
Technology buyers look for these attributes from their solution providers:
- Clear understanding of the problem
- Credible and robust solution
- A complete solution, or a roadmap to get there
- Measurable ROI
SalesDev.Global will help you demonstrate to customers that your company will be a valuable, reliable partner.
We’re located outside North America. Can you work with international startups?
SalesDev.Global has coached startups in Asia, Europe and throughout North America. If you need help meeting B2B buyers, discovering their needs, validating your ideas and selling your product, you’ve found the right place!
What does it cost?
The cost per startup is $9900 per year, or $3500 per quarter. Your first coaching session, with your actual coach, is free.