Startup Selling: Sell More Stuff

Build Your Sales Process with the Sales Model Canvas

Most sales courses, training, and workshops focus on "selling" when in fact, you need to know your customer's buying process. That's what you'll learn in this class.

By identifying the components of the buying and selling process, you can increase your conversion rates and accelerate your time-to-sale. Enterprise sales (i.e. business-to-business), purchasing decisions can take 3, 6, or 12 months (or more!) with many decision-makers, influencers, and individual buyers involved.

We use the Sales Model Canvas as your framework to achieve these objectives. The Sales Model Canvas is a simple process to follow starting from the first conversation with your prospective customer all the way through the sales and buying process, and to successful implementation your solution with your new client.

The course includes case studies from various industries and solutions, including:

Software-as-a-Service (SaaS), Data-as-a-Service (DaaS), Platform-as-a-Service (Paas)
University & college educational products and sales
Government and Request-for-Proposal (RFP) sales situations
Clean Tech & Renewable Energy
Services-based companies, including consulting and web development services.
Examples from both startups and established companies.
All of the materials, course lectures, and case studies have been presented at live, in-person workshops with startup and technology groups including:

The 2012 Lean Startup Conference
Startup Grind
The Lean Startup Circle-San Francisco
The Lean Startup-Orange County
The Lean Startup-Portland
Bootstrapper's Breakfast
Entrepreneur's Organization
SARTA
Workshop Testimonials

"I attended a live workshop for this course. I have this stuff on my desk. It's our sales compass - where are we on each deal? Are we on track? Where are we going?"

- Arthur Bart-Williams, Founder, Canogle, Speaker & Mentor at the Lean Startup Conference

"Very practical Quickstart for a non-salesperson to do lead discovery and conversion. I’d previously read Solution Selling to overcome a feeling that I’m an engineer not a salesperson, but found the book too theoretical to help. This workshop was a hit-the-ground-running introduction where I left feeling that I can do sales. Highly recommend it."