S C A L I N G U P Y O U R

S T A R T U PW H Y Y O U N E E D T O S T A R T S E L L I N G N O W

1

– A L E C B A L D W I N

“ALWAYS BE CLOSING.”

H O W D O Y O U

K N O W T H A T Y O U

C A N

G R O W A N D

S C A L E ?

F I R S T T H I N G ’ S F I R S T

Y O U R S E L L I N G

A N D G R O W T H

E C O S Y S T E M

• Before ‘Always Be Closing’

you need ‘Always Be

Selling’ and ‘Always Be

Marketing’

• When you want to grow,

what is the first question

that you ask?

• Have you answered your

What, Why (Who), and

How?

W H A T ( W H O )

• is your product?

• is your target audience?

• is your monetization model?

• is your pricing strategy?

• is my cost of acquisition? is my

LTV?

• is your competition?

• is your customer? is your target

persona?

• is your partner?

W H Y

• is my product or service

important? Am I solving a real

problem?

• will they care? will they buy it?

• will I be better than

competition?

• will this be a success?

• will the target industry be

transformed by this

product/service?

H O W

• will I market and sell my product?

• will I distribute it?

• will I generate leads?

• will I conduct my market research?

• will I support my product/service?

• long will my average sell cycle be?

• will I measure success?

• will I establish metrics?

• will I establish trust with my clients and partners?

M A R K E T I N G A N D S A L E S A S A

( M A G N E T ) P H I L O S O P H Y

B E F O R E

• Buyer: relatively

uninformed

• Buyer journey: relatively

linear

• Sales and Marketing

Playbook: interrupt driven,

cold calls, advertising

N O W

• Buyer: well informed, well

prepared

• Buyer journey: random,

different parameters, fluid.

Starts with Google.

• Sales and Marketing

Playbook: thought

leadership, relationship,

sharing of expertise and

content

S E L L A N D M A R K E T

D I F F E R E N T L Y

C U S T O M E R J O U R N E Y

M A R K E T D I F F E R E N T L Y

M A R K E T D I F F E R E N T L Y

Quality of Leads

Opt Outs

SPAM Laws

Targeting

Inbound Marketing Campaigns

Marketing Automation

SEO and SEM

Expertise and Content Sharing

M A R K E T D I F F E R E N T L Y - I N B O U N D V S

O U T B O U N D

M A R K E T D I F F E R E N T L Y -

I N F R A S T R U C T U R E

W H A T A B O U T S A L E S ?

N O W T H A T Y O U A R E A R M E D W I T H

T H I S I N F O R M A T I O N : L E T ’ S S E L L !

S I L I C O N V A L L E Y V S N E W Y O R K : O R

T H E B A T T L E O F E A S T V S W E S T

• Proximity to investors

• Access to sales/marketing

resources

• Access to clients: over 11

industries in the Tri-State

Area

• Cost and Lifestyle

• Access to talent