Coaching FAQ

 

  • SalesDev.Global helps founders at B2B startups who want to meet more customers. Whether you need to validate your plans, test your MVP or start the revenue process, we will help. We can even have customer meetings together!

  • While every coaching session is different according to your needs, most weekly sessions will follow this general outline:

    1. Objectives: Review your customer objectives and make any adjustments.

    2. Customer/Sales Update: Update your coach on your most recent customer activity, focusing on what you learned about customer problems and how well your product addresses those.

    3. Work Time: You and your coach work together on your current objectives. We can plan campaigns, script demos and videos, review a proposal, plan meetings or even make customer calls together.

    4. Set Goals: You and your coach agree on goals for the next session, usually involving customer contact.

  • Yes! Many clients find it useful to have their coach participate in scheduled customer calls. You can introduce your coach as an advisor, or he can remain silent and communicate with you over chat. Either way, he’ll provide you with detailed feedback and provide unique insight.

  • Sales training classes are great, until they’re over. Your SalesDev.Global coach works side-by-side with you to help solve any customer situation.

    You can even call to work on a customer situation in real-time. It’s like having a B2B sales VP on-call 24/7/365.

  • Most SalesDev.Global clients use their coaching time to plan and implement sales activities 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 managing the test process

    • Building relationships with early sales prospects

    • Planning and running evaluations

    • Proposing and closing sales

  • SalesDev.Global coaches are engineers who have spent their careers selling tech in Silicon Valley. We’ve sold SaaS, cloud infrastructure, semiconductors, semi equipment, CAD/CAM/CAE, enterprise software, networking, IoT and more.

  • Someone recently said, "Business buyers don't follow the Kardashians." The real difference is that B2B buyers evaluate purchases against internal requirements and budgets to make their decisions. And while those decisions aren't always rational, there’s always a boss and others who need to approve. SalesDev.Global works with you to find the right individuals at enterprise accounts, meet them and develop customer relationships that lead to profitable sales.

  • You may bring as many team members as you wish. You may bring the same group to each meeting, or rotate through different team members. If a team member is working with customers, bring them along!

  • SalesDev.Global has worked with startups in Asia, Europe, Canada and Mexico as well as the US. If you need help meeting B2B buyers, discovering their needs, validating your ideas and selling your product, you've found the right place.

  • That experience will serve you well. Did you also learn how all the other companies in your market see the problem? Do they all want the exact same solution, or have they built different environments and different processes? These are the details that differentiate breakout hits from moderately successful products and outright failures.

    Finally, you undoubtedly observed the problem evolve over those 10 years. Things are changing faster now…

  • Absolutely! Some Lean authors describe our approach as “Customer Development.” Whatever you call it, it’s all about talking to customers, early and often.

    The focus here is step-by-step coaching and guidance for the customer side of your Lean startup.

  • You’re not alone. With the help of SalesDev.Global, you’ll learn how to:

    • Validate the Pain customers feel without your solution

    • 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

    • Make your sales process repeatable so you can hire a sales team and ramp sales fast

  • Congratulations on your progress! We’ll start identifying target customers on your first call, and work on meeting them during the first week. The most important thing you can do is start today!

  • When you find a great VP Sales candidate, they will ask you these questions:

    • What problem do you solve?

    • How do customers see the cost of that problem?

    • How do you identify and meet qualified customers?

    • What is the sales process?

    If you can answer those questions today, and you have the funding, you may be ready to staff a sales organization. If you haven’t figured those answers out yet, we can help.

    The good news is, founders are the best people to work with early customers to learn those critical answers.

  • Yes, even if it is not your scheduled session. We can also make the customer call together.

    That’s what coaching is all about.