Building Your Startup Sales Process
This video series describes how to create a startup sales process that proves value using the P.S.I. Selling methodology.
You'll see how to define strong value Themes by specifying the Problems you address, the Solutions you offer, and the Impacts you generate (P - S - I).
Then, you'll see how to build your major sales conversations by using Themes to provide both their content and their structure.
Part 1: Introduction
Too many startups fail because they haven't built a sales process that proves value to prospective customers. This video introduces our series, which will show you how to build the messaging and conversations you need to succeed.
Part 2: Product Themes
The biggest problem with most sales conversations is that buyers think they’re useless. This video shows you how to solve that problem by creating Product Themes: your company's fundamental value messages.
Part 3: Summary Slides
How do you ensure your value Themes come through in actual sales conversations? Start conversations with Summary Slides. They provide an overview of the Themes so that sales reps start with value and can draw out the Themes in the rest of the call.
Part 4: Deal Themes
Buyers don't like talking to sales reps because too many reps are either overly scripted or totally disorganized. Deal Themes help your team be both adaptable and structured at the same time, allowing you to prove prospect-specific value.
Video Coming Soon!
Part 5: Pitch Deck
Most pitch decks are more likely to kill deals than advance them. Their structure is "one slide after another" and their content is fluff. P.S.I. pitch decks use Themes to create a structure that builds momentum and content that proves value.
Video Coming Soon!
Part 6: Discovery Guide
Too many teams don't prepare their sales reps to ask good questions. That leads to bad discovery, frustrated prospects, and finally to reps who give up on discovery altogether. P.S.I. teams use Themes to make discovery structured and relevant.
Video Coming Soon!
Part 7: Demo Guide
Software demos often go down a rabbit hole. The conversation is about this feature and that feature, not about the product's value. The P.S.I. Demo Guide helps reps use the demo to prove your Themes instead of getting lost in details.
Video Coming Soon!
Part 8: Designing a Proposal
Most proposals just share a price and therefore miss the best opportunity to get the deal over the line. P.S.I. proposals sum up your customized case for value and steer the prospect toward a mutually beneficial deal.