StackSummit: Close the Deal
Sales are the lifeblood of any growing startup. Everyone at an early-stage company needs to sell. But few of us have a salesperson’s skill set, confidence, experience or DNA. That’s why we created StackSummit: Close the Deal.
In February 2020, Stacklist & Microsoft for Startups, in partnership with Betaworks Studios, provided a full day of panels and lessons that would equip you with the best tips, tactics, and tools for closing deals.
My First 10 Sales
The story of your first 10 sales is markedly different from the story of getting your first 100 or 1000 sales. Hustle, grit, innovation, creativity and customization play an outsize role during those early days. Join us for a fireside chat with Kathryn Minshew, Co-Founder & CEO of The Muse as we discuss her earliest deals.
Building a Brand Customers Love
Founders in the early days may be overlooking a critical component that would help them with their sales: brand. Lauren Perkins, Serial Entrepreneur & Startup CMO will discuss how B2B startups can build a brand that customers love through storytelling and smart positioning.
Early-Stage Lead Gen for Founders
Founders in the early days wear many hats... builder, seller and marketer. But, before you have your own marketer, how do you source leads? What resources and tactics (or hacks) are critical when you're just starting out? Karson Humiston shares some advice to fellow founders about how you can find some of your earliest clients, and what she's done to build Vangst.
Download Karson's presentation here.
Sales-Driven Marketing for B2B Startups
As your company grows and you build out your sales and marketing teams, it becomes critical to make sure everyone is on the same page. How should your marketing and sales team work together? What are some marketing tactics you can use to source B2B leads at scale? Amanda Sibley shares why (and how) to align your marketing and sales, and how your marketers and sales reps should think about sourcing B2B leads.
Download Amanda's presentation here.
Outbound Sales + Advice on Cold Outreach
Cold outreach, by email or call, is the most daunting aspect of sales - but, for many startups, it’s a most essential part of the process. Shane Hegde covers some tactics you can use to equip you in your cold messaging endeavors, and share with you some tips as he's built out Air's first 100 clients that include Sweetgreen, The Infatuation, and GLAMSQUAD.
Download Shane's presentation here.
Building & Managing Your Sales Team
Great companies hire great people. They also have to know how to manage and lead those new team members. This panel will answer some of the questions founders and sales leaders have as they start hiring for their team. When should I hire a salesperson? What qualities do I look for? How do I manage them and what kind of goals should we be setting? We'll discuss this and more with our panel of experts that have built sales teams from 1, to 10, to 100+. Our speakers are Catie Ivey, RVP Sales at Demandbase, Scott Britton, Co-founder & CRO at Troops and Jason Lalk, VP of Sales at CloserIQ.
Creating Your Sales Comp Plan
Compensation for sales teams is often more complex than other salaried workers. Team leaders want to create an environment where salespeople feel driven to close deals and feel rewarded when they do so. A thoughtful incentive structure for your sales team is foundational to your company’s success. You want incentives that yield not only big deals but also good clients that are successful, profitable and long-lasting. Sanj Sanampudi will cover what you should be doing to build a sales comp plan that's competitive, and motivating for your sales team.
Download Sanj's presentation here.
Pricing Your Product + Negotiating Advice
Presented by Stephen Steers, Founder, The Keysan Group, Inc.
Pricing is a powerful tool that influences how consumers value your product and help your company maximize profit. With thoughtful pricing, you can gain huge advantages over your competitors. Particularly during the early days of B2B sales at a startup, pricing is more art than science, as is negotiating.
Download Stephen's presentation here.
What Happens After the Sale?
Closing a sale is a big deal, but the work doesn’t stop there. Now you need to make sure your new client is onboarded, engaged and happy with your product. Customer success is a critical part of the sales process and often the main driver of ongoing revenue from clients. Edward Chiu shares his advice on customer success from his time leading CS at Digital Ocean, and now how he helps his customers at Catalyst.
Download Edward's presentation here.
Selling to The Enterprise
Enterprise companies are the holy grail for many B2B startups: stunningly valuable and equally elusive. On this panel, we’ll discuss the key challenges of selling into enterprise businesses, like lengthy sales cycles, pricing large deals, navigating procurement procedures and finding the right decision-makers. Our speakers include Jeremy Seltzer, SVP Global Sales at Movable Ink and Jinny Uppal, former VP Next-Gen Stores at Bed Bath & Beyond.
Like What You See?
Microsoft for Startups is a comprehensive global program designed to support startups as they build and scale their companies. The program delivers access to technology, go-to-market strategies and community support that helps startups grow their customer and revenue base. By providing startups with innovative technologies, go-to-market resources, and access to a vast network of enterprise customers and partners, we are committed to accelerating the growth of startups around the world. Learn more at startups.microsoft.com.