Sales Models - Online, Inside, and Field Sales - How and When to Choose a Sales Model for Your Startup
The Boston ENET meeting on March 21st is on sales for startup and early stage companies. Our first focus will be to help the founders with the question of how and when to choose a sales model for your startup company. In that early stage, the goal should be to start to generate sales as soon as possible, with a minimum viable product. This is the first phase of customer discovery and validation, to establish an impactful, value proposition. As Jack Derby (one of our speakers) has written "At the outset, just focus on selling some stuff for the simple purpose of having customers who are paying you money and from whom you can learn the following: 1) Why they bought your product, 2) How they are using those same products, and 3) What do they want to see in the future, so that you have the ability to work closely with these early customers and determine the financial value that they receive at their companies.
The company will next want to determine a scalable selling platform and a cost-effective sales model. We will then discuss these three major sales models and the experience of our speakers in applying these sales models in early stage companies: 1) Online - Products that the customer is able to find, determine if it meets their needs, and purchase on their own are self procured, usually online. 2) Inside - Inside sales is when the sale is completed with the sales person and customer interacting remotely. Driven by technology, inside sales models are being used more frequently in B2B and some higher end B2C transactions. 3) Outside - Field sales, or outside sales, are ‘face to face’ customer sales. For higher priced, more complex products, cases where there are numerous stakeholders involved in the purchasing decision, consultative sales, or products that need in person demonstrations – visits with the customer are necessary to seal the deal.
Our three speakers are all sales experts used to develop sales for and mentoring early stage companies. They will discuss getting those first sales, and then, successively when, how, and what sales model or combination of sales models is right for your startup or early stage company.
Time: 6:00 - 9:00 pm, Beverages & Pizza
Where: Pivotal Labs, 145 Broadway, 3rd Floor, Cambridge, MA
Cost: Boston ENET Member Free, Nonmember $10
Boston ENET's Board of Directors was awarded The IEEE-USA Regional Professional Leadership Award for “support of the entrepreneurial community and contributions to the professional growth of individuals and organizations" in 2015, and Boston ENET's Chair was awarded The IEEE-USA Professional Achievement Award "for sustained dedication and contributions to the IEEE entrepreneurial community” in 2016, both by The Institute of Electrical and Electronics Engineers (IEEE). IEEE is the world’s largest professional association dedicated to advancing technological innovation and excellence for the benefit of humanity.