The Best Advice from Sales Negotiation Experts for Faster Startup Growth
Laura Jelen

Sales are not only essential in keeping your business afloat but can also attract potential investors that become the lifeblood of your startup's growth.

To ensure the success of your startup, a targeted sales strategy can give your team a clear path to focus on. The Los Angeles sales training can boost your lead generation and conversions and help to quickly scale your business. Sales negotiation experts advise defining buyer personas based on demographics, such as age, gender, industry, job title, and location, in order to speed up your startup’s growth.

Once the target market is clear, focus on the right demographic to boost sales and revenue.

Engage Your Target Customers

It’s important to confirm any assumptions made about the market's demand for your product in the early stages. Experts recommend setting up events to talk to your target market face-to-face to gauge interest.

Social media is a great tool to target customers and gain an understanding of the problem you seek to solve with your product.
What are the pain points of your target customers? Are there any issues with the current solutions? Which words do your target customers use to express their pain points and desired solutions? Ensure your brand messaging tackles customer problems in a language familiar to your customers.

Iterate Your Product

Top sales negotiators advise using customer feedback to improve product development. It can be useful to find out if there are product features in high demand that you can sell separately as a product. For example, does your accounting software have an inventory solution that could be used separately? Look at optional features you can incorporate into your core product to boost sales.

Working with beta testers can increase the depth of feedback you receive. Offering free access to early adopters can also boost your startup’s profile with product reviews and testimonials.

Define Your Marketing Strategy

Marketing training can support your team in identifying the most effective marketing methods to reach your target market.

Your strategy will depend on your product costs, demand for your solution, and the complexity of the sales process.

For instance, is your solution addressing a pressing pain that your competitors have failed to resolve? Maybe your solution offers improvements to products already on the market. Match your sales negotiation and marketing strategies to the value you're offering to optimize sales.

Define Your Sales Process

Invest in a customer relationship management (CRM) system to manage your sales funnels. Choose a CRM that has a user-friendly onboarding process. Ease of use allows your sales team to focus on selling rather than training in new tools and attending to administrative tasks. Ensure your CRM integrates well with your existing datasets and your inbound marketing tools.

Once your CRM is in place, start your lead generation campaign to populate your pipeline. Work with your team to define each stage of your sales funnel. Decide on how, at each stage, your team will act to move a prospect down the pipeline. For example, if a prospect signs up for a free trial, you can send an email offering a product demo.

Use Content Marketing

Negotiation training experts say that content is the basis of inbound marketing efforts. Create compelling content to both inform and attract prospects. Content builds trust and awareness.

You can use your content for lead generation. For example, you can gate some of your most valuable content behind a contact form. If the prospect wants to know more about your solutions, the prospect has to provide their contact information. Using the contact information, you can use drip messaging to progress the prospect through the sales pipeline. A compelling content mix may include:

  • Guest posts

  • Blog posts

  • Social media posts

  • White papers

  • Case studies

  • Email newsletters

Qualify Prospects

As you generate leads, you will need to qualify which leads are most likely to buy. For instance, someone from your target buyer persona downloading an asset from your site is a sign of interest.

Most of the leads you qualify will still be in the early stages of making their buying decision. Use marketing automation software to send drip emails with the goal of offering value regularly.

Follow Up

Most startups wait too long before contacting their pipeline. In the early stages of your startup, call everyone in your sales to funnel. Calls and follow-ups can:

  • Improve your reach rate

  • Quickly qualify prospects

  • Handle objections fast

Sell Prepaid Annual Plans

Many startups offer products that need a monthly subscription. While the monthly revenue may be comforting, it can be a slow trickle. To increase your revenues fast, consider offering discounts for annual prepaid plans. While the discount may bring down profits, a prepaid yearly plan delivers a more immediate and larger cash flow.

Avoid Unfavorable Deals

Closing on all deals may be tempting, but negotiating with an already-disqualified customer may cause harm to your brand. By selling to an unqualified prospect, you open yourself up to:

  • Complaints

  • Too many requests for support

  • Negative feedback and reviews

So, be clear on your customer personas before training your sales team.

Speed Up Your Startup’s Growth

In the early stages, it’s important to set up your sales funnel. Reach out to prospects and use their constructive feedback to iterate your product. Content marketing can be great for reaching out to people matching your buyer persona. Qualify your prospects and avoid selling to a poor fit who may harm your brand image.