Andrew Romeo’s Post

Innovation | AI | SaaS | Commercialisation | Advisor | Podcaster | Investor

2mo

In today’s episode of the DevReady Podcast, Anthony is joined by Paul Sargeant, the Co-Founder of Sales Director Central. Paul’s insights are truly invaluable for tech founders and businesses looking to scale their sales efforts. In the episode, PaPaulul outlines the critical importance of aligning sales processes with the buyer’s journey. He emphasises focusing on value over features and setting up a robust sales framework to fuel sustainable growth. His 75-point sales blueprint helps companies refine and scale their sales operations for long-term success. If you're in the early stages of your business or ready to scale, this episode is packed with actionable advice and proven strategies from a seasoned sales leader. Find the full episode and links in the comments! 👇 #SalesLeadership #ScalingBusiness #TechSales #BusinessGrowth #DevReadyPodcast

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Transcript

If you're just starting out and you know that you need to try and sell and then like if you're me 15 years ago and you're trying to write, we know we can do something. We've got a loose way of describing it. It's putting down the framework of refining how to describe that product service or offering The first thing that you do. I'd say not. I think the most important thing up front and you would have done this is you started the business for a reason, right? You saw a gap in the market and you went I need to do this and you've got a great why you're doing it and when you go out and sell initially. As the founder of the business, you know what that why is, what the purpose is, what the passion is. And you go out and talk to people about that. You don't try and sell them anything. You just talk about your why and your reason and your passion. And in those early days, when you've got a solution that you're selling, you're interested in feedback on that product because you're in what we call the research phase. Like I'm getting an early version of the product out. I want to know what I should improve on it to, to get better and better. But then you get to a relatively mature product and you're in the revenue phase where. It's I, I, I don't need any more feedback on the product. You're still gonna get it. But I'm more interested in how do I grow revenue? How do I scale this thing? And I often call this the scale up phase, right? Or the, or the growth phase. It's at that point in time where you really need to think about the framework around sales because it's at that point in time where you would have thought I need to hire a sales Rep. The first step that we say to, to the founder of a business that's got to that stage where they're in that let's, let's start to scale this up and think about a sales team. That's when we need to have a look at what the sales framework. And the first part of that is really to look at planning. And so as a business owner, you're saying I want to do $2, 000,000 worth of revenue this year. OK, how much am I going to do as a founder? I might be doing $1,000,000. That means I've got a gap of $1,000,000 I need to fill. And when I sell my product, am I selling it as a three-year subscription, for example. So I've got to sell $3,000,000 so I can recognize a million as revenue and just have the concepts around how much do I have my sales team sell or what's the gap that I need that sales team to fill to keep my business going? That's the start of the sales plan. How am I going to do that? Well, I'm going to do with direct reps or am I going to do with the channel partner? Am I gonna do it swipe a credit card and online. So it's all about, you know, SEO and we don't get involved in those sorts of businesses. It's only where there's there's a sales team. And so that's the first part. And then it starts to build from there. And then we get on to the massively entertaining subject of hiring sales reps.

Tech Founders, sales is a science (not art). Get a proven structure for sales | Founder Director x 3 | Golf tragic 🏌️

2mo

Please being a guest and talking with Anthony Sapountzis - AI-Driven Solutions Fuelling Your Business Success

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