Welcome to the Startup Sales Playbook

Welcome to the Startup Sales Playbook

Welcome to the Startup Sales Playbook!

Here is what you can expect in this course:

There are 10 chapters with videos consisting of: 

  • introductions to concepts

  • presentations about strategies and tactics

  • examples of how to implement what you learned into your company.


At the end of each chapter, there is a downloadable resource or template for you. Feel free to download this and use it during the chapter.


Go through each video in the order it is posted. Take notes and implement what you learn into your own company asap.

Have fun and I'll see you in there!

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Welcome to the Startup Sales Playbook

  • Welcome to the Startup Sales Playbook
  • Intro to the Startup Sales Playbook Course
  • Wiki Organization2

Ideal Customer Profile

  • Ideal Customer Profile
  • ICP - Pains
  • ICP - Business Characteristics
  • ICP - Persona Characteristics
  • Combining it all together2
  • ICP - Value Props
  • Implementing your ICPs
  • Wrapping up - ICP
  • Downloadable Ideal Customer Profile Template.xlsx

Sales Process & Strategy

  • Sales Process & Strategy Intro
  • Sales Strategy
  • Why care about a Sales Process
  • Nobody cares about your sales process
  • Making a buyers process
  • Creating a sales process
  • Implementing a sales process
  • Wrapping up - Sales Process
  • Downloadable Sales Process Template.xlsx

Storytelling & Messaging

  • Storytelling & Messaging Intro
  • Define your Why
  • Storytelling vs Pitching
  • Scripts vs Frameworks
  • 3 Keys to Great Messaging
  • How to nail your pitch
  • Sales tactics that need to stop
  • Wrapping up - Storytelling
  • Downloadable - Define your Why.pdf

Positioning & Competitive Understanding

  • Positioning & Competitive Understanding
  • Your Company Positioning
  • Mapping yourself against Competitors
  • Competitive Positioning Template.pdf

Pre-qualification, Segmentation, and List Building

  • Prequalification & Segmentation
  • Building a Strategic Prospecting List
  • Advanced List Building
  • Downloadable - List Building.pdf

Qualification & Discovery

  • Qualification Framework
  • Questions to Qualify & Disqualify
  • Implementing your Qualification Framework
  • Downloadable - Qualification Framework.pdf

Sales Presentation (& Demoing)

  • Sales Presentation Dos and Don'ts
  • Sales Presentation (demo) Framework
  • Implementing your Sales Presentation Framework
  • Downloadable - Sales Presentation Framework.pdf

Negotiating and Closing

  • Negotiation and Closing
  • Negotiation Framework
  • Implementation of Negotiation Framework
  • Downloadable - Negotiation Framework.pdf

Know your KPIs

  • Know the Health of your Business
  • Vanity vs Actionable Metrics
  • Downloadable - KPIs.pdf

Recommended Sales Tools

  • Recommended Sales tools