B2B Sales for Startups Strategies, Tactics & Tradecraft

Session I will focus on the sales process and tools: the customer profile, managing a pipeline, owning "no" and off-ramping, and how to get beyond 1-on-1 discussions.
Session II is the "People Side" of B2B sales, and includes the team sales process, stakeholder mapping, overcoming status quo bias, techniques to lower decision barriers, contracts and negotiating, and wraps up with the founder sales journey, from startup to scaleup.