Founder-Led Sales Strategies For Startups ⎪Predictable Revenue

This first operating system is about applying the 20/ 80 PCP rule mentioned above to your targeting. Then from there, you need to execute on doubling your average deal size year over year. “It’s really stacking strategy, process and then execution all the way down to what you say, when you say it, who you say it to, and the order you say it in so that it’s fully comprehensive.

Most SaaS founders have developed an excellent primary sales engine to cover the front end. They may have retention rates in the mid to high 90s but then don’t have a secondary sales process in place where they don’t speak to their customers.

Customer service is more of a nurturing process where you “take care of customers after the fact. But if you seed and sell the entire time that you’re doing that, you’re not only providing value to the customer but then you’re really truly understanding what the biggest problems they have are and then continually solving them.

Referral is the single best way to double the size of your company repeatedly. “We got that Amazon Whole Foods deal. It was through a referral. That was a $20 million deal that changed the entire direction of the company.” Companies like Tesla, Slack, and Dropbox have been able to drive significant growth through referrals.

• The pathways: the type of incentives you have.
• The emotional peaks the customer has: If you think about the emotional experience of the buying process, you have to understand those peaks and then align with them accordingly.
• The sales process: the behaviour design that determines how you align the customer emotional peaks with the sales process.
• Persuasion: Humans have mental shortcuts and 90% of decisions are made through our subconscious. This step is about tapping into that subconscious and the mental shortcuts that people take through an influence strategy.