Another great day for NYC enterprise software in the books! 🚀🌆
Our Work-Bench NYC Pre-Seed GTM Summit brought together 80+ early-stage SaaS / Infra founders to dive into the proven playbooks for early enterprise GTM:
🤕 A Need Is Not the Pain
Dig into the prospect’s acute pain. Why does this problem matter right now? If they do nothing, what’s the cost? Enterprise buyers only act when the pain of not acting > the pain of change.
🔬 Prep for Sales Calls
Founders often underestimate how much research / prep is necessary. Create a doc before every call, ensuring you use the precious time effectively: What do we know about the company? Do we have similar customers or prospects? Who are our likely competitors for the sale? Etc.
📞 Your First Call Does Not Need a Demo
Use the time to dive deeper into the problem. Demos tend to take up too much time showcasing logistics of the product vs. demoing the power of its solution resolution. If and when you demo, make sure that you customize it!
📧 Cold Emails
Whenever possible, start with warm intros and referrals. But for cold emails, be sure to add some sort of VALUE! (something useful for the prospect like a benchmark report, an analysis, etc.). Do not just ask for a demo. It's ok to ask to get on the phone simply for product feedback (not even tied to a sale).
🙊 A Sales Meeting Is Only as Good as What You Ask, Not Say
Founders go into sales meetings often ready to pitch. But the key to a great meeting is knowing what to ask - and listening carefully to what your prospects say. They may reveal a lot!
🤝 Be Authentic
Sales doesn’t have to feel like “sales.” When you’re solving a real problem, you don’t feel like you're pestering prospects, you feel like you're building relationships with people you're trying to help.
🚀 “Stealth Mode is BS”
Be active online from Day 1. Build your audience before you even have a final product. This will help you build trust in the community & industry experts…but most importantly gain cred when you don’t yet have customers/case studies to lean on in sales pitches.
If you’re interested in getting the 28-page workbook we walked through during the sessions, drop your info: forms.gle/sE6JJPPzt1aqc8…
Our Work-Bench NYC Pre-Seed GTM Summit brought together 80+ early-stage SaaS / Infra founders to dive into the proven playbooks for early enterprise GTM:
🤕 A Need Is Not the Pain
Dig into the prospect’s acute pain. Why does this problem matter right now? If they do nothing, what’s the cost? Enterprise buyers only act when the pain of not acting > the pain of change.
🔬 Prep for Sales Calls
Founders often underestimate how much research / prep is necessary. Create a doc before every call, ensuring you use the precious time effectively: What do we know about the company? Do we have similar customers or prospects? Who are our likely competitors for the sale? Etc.
📞 Your First Call Does Not Need a Demo
Use the time to dive deeper into the problem. Demos tend to take up too much time showcasing logistics of the product vs. demoing the power of its solution resolution. If and when you demo, make sure that you customize it!
📧 Cold Emails
Whenever possible, start with warm intros and referrals. But for cold emails, be sure to add some sort of VALUE! (something useful for the prospect like a benchmark report, an analysis, etc.). Do not just ask for a demo. It's ok to ask to get on the phone simply for product feedback (not even tied to a sale).
🙊 A Sales Meeting Is Only as Good as What You Ask, Not Say
Founders go into sales meetings often ready to pitch. But the key to a great meeting is knowing what to ask - and listening carefully to what your prospects say. They may reveal a lot!
🤝 Be Authentic
Sales doesn’t have to feel like “sales.” When you’re solving a real problem, you don’t feel like you're pestering prospects, you feel like you're building relationships with people you're trying to help.
🚀 “Stealth Mode is BS”
Be active online from Day 1. Build your audience before you even have a final product. This will help you build trust in the community & industry experts…but most importantly gain cred when you don’t yet have customers/case studies to lean on in sales pitches.
If you’re interested in getting the 28-page workbook we walked through during the sessions, drop your info: forms.gle/sE6JJPPzt1aqc8…
