Felix fidelsberger how-to-web
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The document provides advice for closing deals as a startup. It suggests that startups often give excuses for why deals don't close like not being experienced enough or missing features, but the real issue is usually not solving a big enough problem for the client. The document recommends asking the right questions to establish trust, understand the real problem, and make buying easy. It suggests following the BANT framework of asking about budget, authority, need, and timeframe and provides sample qualifying questions.
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Felix fidelsberger how-to-web
- 1. about Head of Biz Dev Europe at Stupeflix.com Automated video creation platform Seedcamp winner 2008 Started with B2B Shifting focus to B2C Co-Founder & CEO toksta.com IM & Chat for social networks (b2b) Founded in late 2007 Seedcamp winner 2008 Exit through sale in 2009
- 2. Why (you think) deals don‘t close “ I am just not good/experienced enough at sales” “ We are missing crucial features” “ Large companies don’t buy from Startups” “ We need a big showcase and reference customer to establish trust” “ People are concerned about uptime and if we can handle their load” “ The clients are so “behind” in technology. They just don’t get it” …
- 3. The painful truth You are not solving a problem (that is big enough for the client to open his wallet).
- 4. Selling is simple Unless you make it hard.
- 5. Don‘t pitch How can I help you? (Ask the right questions.)
- 6. Establish trust Show that you are an expert. (Ask the right questions.)
- 7. Make buying easy Think for your customer. (Ask the right questions.)
- 8. Understand the real problem Validate your assumptions. (Ask the right questions.)
- 9. Follow the right leads Don’t chase ghosts. (Ask the right questions.)
- 10. BANT Budget. Authority. Need. Timeframe. (Find the questions right for you.)
- 11. Sample questions What made this become a priority? What initially motivated you to move on with this topic? In an ideal world, how would a perfect solution for you look like? How are you currently handling ______? What do you like about this solution? What do you not like? What is the timeframe for the individual steps? When do you realistically think this could go live? What are possible showstoppers that could prevent this deal from happening? …
- 12. Punchlines Sales is 90% listening and 10% talking. Prospect for the gold. Sales is your Google Analytics. Making complex buying decisions sucks. Support by asking questions. Getting a “No” is a good thing (if you get it early enough).
- 13. Recommended reading Steve Blank – 4 Steps to the Epiphany (sales bible for b2b startups) BarryRhein.com Download 15 Sure-fire Ways to Qualify Any Prospect Watch the “sales challenge”
- 14. Contact [email_address] Twitter: @felixfid LinkedIn Xing