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September 12: How To Sell (as an early stage company)

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September 12: How To Sell (as an early stage company)

How an early stage company can think about sales.

Danny Sheridan
Sep 12, 2022
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September 12: How To Sell (as an early stage company)

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Source: Tyler Bosmeny, YC Startup School
Published: September 2018

How To Sell (as an early stage company)

Speaking to founders at a YCombinator event, Tyler Bosmeny shared his perspective on sales for early stage companies.

The framework most commonly used is the sales funnel. Typically, there are four stages:

  1. Prospecting: warm introductions from your network or cold emailing.

  2. Conversations: learning about the organization’s problem(s). Identifying where your solution can help.

  3. Closing: agreeing on pricing and signing a sales agreement.

  4. Promised land (revenue): your customer pays the first bill!

“Sales is about listening. Your instinct as a founder is to talk most of the time, but you have to fight that. I’ve seen the most success when your customer talks for 70% of the conversation.”

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September 12: How To Sell (as an early stage company)

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