Startup Sales- The Guide for going from 0-1Million+ from Udemy

What's inside

Learning objectives

Find customers for your product in a repeatable and predictable way
Apply the 3 question messaging framework to their outreach
Develop a process for testing and iterating your sales process for optimal growth

Apply sales tactics to drive momentum and alignment in your product/service demo
Understand the optimal startup sales stack for different levels of outbound

Find customers for your product in a repeatable and predictable way
Apply the 3 question messaging framework to their outreach
Develop a process for testing and iterating your sales process for optimal growth
Apply sales tactics to drive momentum and alignment in your product/service demo
Understand the optimal startup sales stack for different levels of outbound

Syllabus

Intro to the Course and resources about Sean

Welcome

My journey in making the jump from 0-$1Million in annual recurring revenue

How to talk to your prospects so that they will not only listen, but act

The Three Questions you need to be able to answer for your customer before you are ready to outbound.

Everybody has something to say, except for when it's their turn to talk. Learn how to clearly communicate your startup to a prospect with a simple framework

Most startup sales leaders think they are selling a product, service, or themselves. Here's what you need to be pitching from day 1

Your message refined

How to find customers repeatably with automation

Looking at what makes a good email and some types of emails to try in your outbound

If you fold at the first unresponded email, you won’t make it. Not now, not ever. Here's how to get your follow up game on point so that you can start building pipeline.

Send in your sales emails for feedback

To be the best at generating top of funnel you need to learn from the best. A quick interview with Anders (top startup BDR and now an AE) who helps companies big and small grow pipeline in a hurry.

When you find yourself backed into a corner on the phone here are the tips you can use to work your way out.

If you only hit home runs on the phone, are you really swinging at enough pitches?

The types of content I love for a startup sales cadence and why they work.

A recorded meeting with the CEO of ByME to review email messaging and cadence. Tag along as we help Chad with his email content and cover some sales automation.

When it comes to leads there are good, bad, and ugly. Here's how to tell them apart for your business

Know when to hold em, and know when to fold em

Understand the different tools you can use to prospect, connect, automate, and scale

What are the essential types of sales tech that you need to get going?

My startup sales stack

If you want something done right, you need to do it just in time

Looking to find that prospect's information to reach out? Here's a tool that can make life easier for you.

Another great resource on how to get contact information to fuel your outbounding.

A working session with Abdi from TopFigure on how to find repeatable leads using linkedin

A couple quick tactics at how you can drum up leads using social selling automation to identify when people are in the market for your product and social groups to get more leads authentically.

How to turn pipeline in closed deals

A bad sales demo is like having a conversation with that one guy in your neighborhood no one want to talk to, except it is 10x as long.

How to turn your momentum from a good demo into next steps and a tentative "Yes"

If you aren't managing the sales process after the demo, no one is.

Your Sales Demo

Failing to prepare may be preparing to fail. Here's how you can come ready to work for every closing call.

Dealmaking Part 1

Dealmaking Part 2

RFPs and your startup

Sales Metrics

Some simple metrics to start your sales flywheel

You manage what you measure, but should you be giving out an E for effort?

Sales Strategy

Don't expect the problems you have today to be solved by someone you haven't met yet

Sometimes it really is mind over matter in startup sales

Are you charging the right amount? What can you do about it?

Before you can get the right people on the bus you need to know how many seats you have to fill

How to leverage your 10 customers to get to 100

Bringing it all together

The beginning of the end or the end of the beginning?

To keep the convo going: Twitter: @higg1921, Insta: seanhigginsstartup

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Teaches a range of skills and tactics from initial messaging to final dealmaking, helping learners take their businesses from the ground up

This course can be taken as a stand-alone if learners have startup or entrepreneurial experience

Taught by an experienced founder who has successfully navigated the journey from 0 to $1M in annual recurring revenue

Provides case studies and examples from the instructor's own experiences

Focuses on teaching both what to do and how to do it, including practical tips and best practices

Designed for startups and entrepreneurs who want to grow their business but may not have a strong sales background

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Startup Sales- The Guide for going from 0-1Million+ with these activities:

Read 'Predictable Revenue' by Aaron Ross

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Gain insights into building a scalable sales process and generating predictable revenue.

View Predictable Revenue: Turn Your Business Into a... on Amazon

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Read the book and take notes on key concepts
Apply the principles and techniques to your own sales process

Practice messaging with the 3Q messaging framework

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Refine your messaging to break through the noise and effectively target your ideal customers.

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Review the Three Questions framework
Write out messaging for your product/service using the framework
Role-play the messaging with a colleague or friend

Follow a tutorial on using a sales automation tool

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Streamline your sales process and improve efficiency by leveraging the power of automation.

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Choose a sales automation tool that aligns with your needs
Follow a step-by-step tutorial on how to use the tool
Set up your sales automation system

Five other activities

Expand to see all activities and additional details

Show all eight activities

Attend industry events and meet potential customers

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Build relationships, generate leads, and stay up-to-date on industry trends.

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Research and identify relevant industry events
Register for the events and prepare your elevator pitch
Attend the events, network with attendees, and collect business cards
Follow up with promising leads after the events

Participate in a sales role-playing session

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Enhance your sales skills through simulated interactions and feedback from peers.

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Find a group of peers or colleagues to participate in the session
Prepare role-playing scenarios that cover common sales objections and challenges
Take turns playing the roles of the salesperson and the prospect
Provide constructive feedback to each other

Attend a sales negotiation workshop

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Enhance your negotiation skills to close deals more effectively and increase profitability.

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Find a reputable sales negotiation workshop
Attend the workshop and actively participate in exercises and discussions
Apply the techniques learned in the workshop to your own sales negotiations

Create a case study highlighting a successful sales campaign

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Document and share your sales successes to attract new customers and build credibility.

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Choose a successful sales campaign to highlight
Write a compelling case study that includes details of the campaign, challenges faced, and results achieved
Publish the case study on your website or other marketing channels

Participate in a sales pitch competition

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Showcase your persuasive abilities and gain valuable experience in front of a live audience.

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Find a sales pitch competition that aligns with your industry and target audience
Develop a compelling pitch that highlights your product/service and its value proposition
Practice your pitch and get feedback from mentors or peers
Deliver your pitch at the competition

Career center

Learners who complete Startup Sales- The Guide for going from 0-1Million+ will develop knowledge and skills that may be useful to these careers:

Sales Executive

A Sales Executive is responsible for generating and closing sales leads, managing customer relationships, and achieving sales targets. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Executive develop and execute effective sales strategies and close more deals.

See salaries and explore the career path for Sales Executive

Business Development Manager

A Business Development Manager is responsible for identifying and developing new business opportunities for a company. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Business Development Manager develop and execute effective sales strategies and identify and close new business opportunities.

See salaries and explore the career path for Business Development Manager

Account Executive

An Account Executive is responsible for managing and growing relationships with existing customers. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help an Account Executive develop and execute effective sales strategies and grow their customer base.

See salaries and explore the career path for Account Executive

Sales Manager

A Sales Manager grows sales revenue and profit by leading and motivating sales teams, setting targets, forecasting sales, and planning and implementing sales strategies, tactics, and programs. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Manager develop and execute effective sales strategies and lead their team to success.

See salaries and explore the career path for Sales Manager

Sales Engineer

A Sales Engineer provides technical expertise to sales teams and customers. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Engineer develop and execute effective sales strategies and provide valuable technical expertise to sales teams and customers.

See salaries and explore the career path for Sales Engineer

Product Manager

A Product Manager is responsible for developing and launching new products and features. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Product Manager develop and execute effective sales strategies and launch successful new products and features.

See salaries and explore the career path for Product Manager

Marketing Manager

A Marketing Manager is responsible for developing and executing marketing campaigns. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Marketing Manager develop and execute effective marketing campaigns and generate more leads for the sales team.

See salaries and explore the career path for Marketing Manager

Entrepreneur

An Entrepreneur is someone who starts their own business. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help an Entrepreneur develop and execute effective sales strategies and grow their business.

See salaries and explore the career path for Entrepreneur

Sales Consultant

A Sales Consultant provides sales advice and support to businesses. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Consultant develop and execute effective sales strategies and provide valuable advice to businesses.

See salaries and explore the career path for Sales Consultant

Sales Trainer

A Sales Trainer provides sales training to individuals and teams. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Trainer develop and execute effective sales training programs and help individuals and teams improve their sales performance.

See salaries and explore the career path for Sales Trainer

Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are successful with a company's products and services. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Customer Success Manager develop and execute effective sales strategies and build strong relationships with customers.

See salaries and explore the career path for Customer Success Manager

Sales Operations Manager

A Sales Operations Manager is responsible for managing the day-to-day operations of a sales team. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Operations Manager develop and execute effective sales strategies and improve the efficiency and effectiveness of the sales team.

See salaries and explore the career path for Sales Operations Manager

Inside Sales Representative

An Inside Sales Representative is responsible for generating and closing sales leads over the phone or email. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help an Inside Sales Representative develop and execute effective sales strategies and close more deals.

See salaries and explore the career path for Inside Sales Representative

Field Sales Representative

A Field Sales Representative is responsible for generating and closing sales leads in person. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Field Sales Representative develop and execute effective sales strategies and close more deals.

See salaries and explore the career path for Field Sales Representative

Sales Analyst

A Sales Analyst is responsible for analyzing sales data and providing insights to sales teams. A course on startup sales, like the one described above, may be useful, as it covers key sales concepts such as messaging, lead generation, and closing deals. Understanding these concepts can help a Sales Analyst develop and execute effective sales strategies and provide valuable insights to sales teams.

See salaries and explore the career path for Sales Analyst