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Managing Complex B2B Sales Motions for Startup Founder-Led Sales

May 23 @ 1:00 pm

Finding your first customers and figuring out a sales motion capable of scaling can be a daunting task for founders. When selling complex solutions that impact different teams and workflows for the same customer, the difficulty can appear to compound and the cycles can become increasingly difficult to control and predict.

Solving this can require you to step out of your comfort zone and overcome the preconceptions of what it means to “carry a sales bag.” However, by focusing on the right fundamentals, it is possible to craft a sales process that puts the customer’s success with your solution at its center. Doing so can maximize your ability to control and predict sales outcomes.

In this Mucker Growth session, Luke Welch, former VP of Global Marketing Solution Sales at Salesforce, will cover some best practices and experiences relating to:

– Getting started with the process – sales & qualification methodologies, discovery and solution validation. Why it is important to stay curious and always “give to get.”

– Building your sales process by knowing your buyer’s typical purchasing journey – mapping this to the unique strengths of your solution in order to differentiate and stand out.

– Common sales tactics – best practices for value selling, demos, and trials.

– Selling to the Enterprise size customer; getting to the C-Suite; working with procurement, boards, and buying committees.

Speakers: Luke Welch – Owner at Luke Welch GTM Consulting Tony Yang – Head of Growth at Mucker

Mucker Capital


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