[May 2011] Sales for Startups

Pitch contest winners – Talamu, Umagram, and Crane TV

Panel slides – Sales for Startups

Panel topics include:

• Startup sales successes and failures
• Product Market Fit and Customer Development
• When should a startup begin selling? Selling your product before it’s built
• Product positioning
• Understanding and managing a sales pipeline
• Lead generation and tracking
• Sales metrics (acquisition cost, lifetime value, etc) – why they are important and how to track
• Salespeople – when and how to hire effectively, how to compensate salespeople, when to fire
• CRM systems – essential functions, ultra-light products
• Sales calls and techniques (SPIN, Consultative, and Strategic selling) – why they are important and how to track
• And much more…

Moderator:

• Graham Lawlor, Founder of Ultra Light Startups

Panelists (alphabetic order):

• Sean Black (@SeanBlack) Founder and CEO at SalesCrunch
• Kelley Boyd (@msksboyd) Principal at Think Experience
• Joe Chin (@JoeJChin) Founder and CEO at SourcePad
• Ben Kartzman (@benkartzman) Co-Founder and CEO at Spongecell

Sean Black

Kelley Boyd

Joe Chin

Ben Kartzman