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Episode 14: The Art of Effective Selling
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It’s been called the toughest jobs in industry. For startups who are building their business from the ground up, finding the right customer who is willing to buy your product can be daunting.
This is where all companies start out. They have an idea. They go out to talk to people to validate the idea. They build it with all this feedback in mind. And they identify the ideal customer profile that would benefit the most from their product, put this target list together and they’re ready to go out and sell.
For startups the first 100 days are probably the most difficult. Through all their cold calls or cold emails, they may get a few call backs. Some of those transpire into meetings. Many times, those meetings don’t convert into further meetings. What are they doing wrong? More importantly, How do they adjust?
We were privileged to welcome our guest, Faheem Rauf of Rauf and Associates. He’s a seasoned sales professional and he’s taught his course on Customer Obsession to many of his clients including Ford Motor Company, Royal Bank of Canada, Royal Bank of Scotland, HBO, Credit Suisse among many others. He argues these principles apply to early-stage companies.
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