A proven sales playbook that creates repeatable revenue
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Welcome to the Startup Sales Playbook

Welcome to the Startup Sales Playbook
Intro to the Startup Sales Playbook Course
Wiki Organization
Ideal Customer Profile

Ideal Customer Profile
ICP - Pains
ICP - Business Characteristics
ICP - Persona Characteristics
Combining it all together
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

ICP - Persona Characteristics

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