B2B sales: Enterprise sales tips for startups

Apart from direct sales, here are things that you could try:

  • Be present in conferences and seminars where your customers are present – ideally, try to get a speaking slot on a panel
  • Write a blog or a ‘though leadership’ piece in an industry relevant publication
  • Make sensible comments or write sensible answers on questions on LinkedIn groups
  • Use PR well… celebrate your early successes [early adopters are the most difficult to get, but post that many more customers are usually comfortable trying out a solution when they know that others have tried
  • Request your initial customers to be your brand ambassadors – get testimonials – publish those with their photographs on LinkedIn and your official Facebook page – tag these early customers – of course with their permission
  • Ask for warm introductions from early customers… even from those who do not buy from you but were impressed with the product/solution
  • Ask for warm introductions from ALL your relevant contacts – father-in-law, neighbour’s brother’s uncle, ex-bosses, ex-clients, ex-vendors, etc. – literally anyone who you think may be able to make a warm introduction should be requested to make one. You never know which particular contact could change the fortunes of your startup.

Invest in creating well-designed communication material – digital or printed. Practice your pitch well – focus on the value proposition, not just product features.

 

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Author: Prajakt Raut

Prajakt Raut is the founder of Applyifi.com, and author of the book for startups - ‘Starting Up & Fund Raising’ Prajakt personal goal in life is to encourage and assist a 100,000 people to become entrepreneurs. _____________ Prajakt is the founder of Applyifi - an online platform that provides startups a 36-point scorecard and assessment report on the venture's investment readiness [www.applyifi.com], and helps them improve their odds of getting funded. Prajakt is also the founding partner of The Growth Labs, a platform where growth-stage companies get sharp, incisive advice from senior professionals and experienced entrepreneurs. [www.thegrowthlabs.in] Before starting Applyifi, Prajakt was the head of operations at IAN, founding member of a leading incubator, and the Asia-Director for TiE (2004 - 2007). Previously Prajakt had co-founded Orange Cross, a healthcare services company, and was part of the founding team member of Idealake Technologies. While in college Prajakt had founded a printing business and has spent over 10 years working in leading advertising agencies. Prajakt’s book, ‘Starting Up & Fund Raising’, helps startups understand an investor’s perspective, and helps them improve their odds of getting funded. The book also helps entrepreneurs understand the building blocks of a business.

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