This book was written for the startup entrepreneur. Often these entrepreneurs have excellent technical or product backgrounds, but they do not have any real experience with selling products in a business-to-business environment. Much of the emphasis is on teaching the basics of the sales process for selling to the enterprise. The "enterprise sale" refers to selling a software or technology product to another business. Frequently, these sales are $10,000 to $100,000 per year, so the sales process is very long - up to 6-12 months and requires many interactions with the target clients.
I have found that there is a big gap in this part of the startup industry. There are many companies that help with raising venture capital, legal advice, marketing advice and products. But... There are very few companies like me that help with understanding the core fundamentals of the sales process. This book is designed to offer some of this information.
Frequently the book is my means of developing a new relationship with a client, and it helps massively to establish credibility for myself. People are quite impressed that I've taken the time to sit and write out these thoughts, and are equally impressed with the contents of the book. The book was first released about a year ago (you can find it on Amazon: http://www.amazon.com/Startup-Selling-sell-really-Volume/dp/1468159240). It has received very positive reviews on Amazon.
Often times, early stage companies may have few beta testers and a little bit of revenue (or not), but before they can hire a full-time salesperson, they need to land 3-4 real clients paying then real money. This book helps these companies.
When I wrote the book, I imagined a technical founder (or team) or a CEO of a young company – someone in alpha or beta stage with a demonstrable product and an idea dripping with potential. While they are sitting at your desk coding or productizing, the phone might ring every so often or they receive an occasional "request for information" email from your website. Perhaps they are lucky enough to gain an introduction from your venture capital partner or friends in the industry. Or they had some press on TechCrunch but it isn’t bringing in the sales by the thousands like you thought.
Often these startsups have been to a few industry events where potential customers have told you - "Hey, this is interesting, I'd like to know more…" – but they can’t seem to pull them into any real sales process.
This book gives you clear and practical advice that you can start using right away, starting with Chapter 1. This book assumes that the reader knows very little about the structural aspects of sales and the selling process, and provides everyday sales strategies and tactics you can utilize immediately in your business.
Table of Contents:
1 - Handling Inbound Calls & Leads
2 - Pick up the Phone
3 - Find Your Voice
4 - The Sales Process: Prospecting & New Calls
5 - Prospecting at Conferences
6 - More Sales Process
7 - Build with Value
8 - Vampires & Gatekeepers
9 - Revenue Matters
10 - Negotiation & Contracts
11 - Be Nice & Eat Your Broccoli
12 - Love the Grind
There is a free version of the complete book available for download here: http://www.slideshare.net/SalesQual…t-sambucci
After having the book published and circulating for a year, I am taking the time to have it edited again and too have a much more creative cover design that really stands out on Amazon. I plan to create a custom landing page for the book and pay for Google Ads as well, so that I can begin to increase sales markedly of the book.