6/7 mindsets for B2B founders to make sales easy-peasy.
In this series of seven articles, I am going to break some pre-conceived notions that might be stopping you to excel at sales, hence responsible for slowing down your startup’s growth.
I will replace them with 7 mindsets that will make sales come naturally to you.
Jim Rohn once said you shouldn’t wish that things were easier; you should wish that you were better.
Mindset 6: Sales is Science.
Sales is a science.
Just like you engineer your product into existence, you need to build a sales and marketing machine to help people see how your product changes their life for the better.
For everything you do, whether you know it or not, you follow a process – whether it’s something mundane such as getting dressed and reaching the office, or something subjective such as how you review a job application.
Many of the processes we follow in life are funnel processes. The funnel concept is the bedrock of sales science.
If you have to choose one thing to master that can maximize the chances of your success – I would say focus on the creation and optimization of funnel processes.
For example, let’s say you’re recruiting and want to hire a sales VP. One way to do so is to think about the process as a funnel. At the broad top of the funnel would be the outreach – you send out hundreds of emails to potential candidates. Then, about 50 of them respond, so the funnel gets narrower.
Of those, only 20 are genuinely interested; and out of those, 5 make it past the phone screening. Through interviews, you identify 2 exceptional candidates and finally make an offer to one of them.
The point is that to get to that one great candidate (at the narrowest end of the funnel), you had to begin by sending hundreds of emails (at the widest end of the funnel).
This is an excellent approach for sales as well – have a look at the funnel snapshot below.
Remember, you don’t need to reinvent the wheel.
If you study what successful people and companies do, you’ll find patterns. And if you duplicate those patterns, you’ll also be able to duplicate their success.
Hi there, I am Maddy, I help B2B & SaaS founders get first 1000 customers and scale fast!
Sales is a science. Just like you engineer your product into existence, I can help you build a sales and marketing machine to help people see how your product change their lives for the better.