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Some of the tactics that Pipetop learned while starting the B2B outbound sales process. Process tweaks, tools & hacks that you can apply today.

  • JG

    Jason G

    almost 4 years ago #

    Great article! Very true about not doing it alone. It is so helpful to have others to work with, especially with the flow of ideas and having objective views to one another's ideas and work.

  • SS

    Simon Sylvest

    almost 4 years ago #

    Fantastic ind-depth and still easy to read!

    Whats your experience on the "ice-breaker", which I often find to be the hardest - straight up cold calling vs. do everything for a reference vs. "sneak-in" trough ask for feedback on mail vs. .... ?

  • RA

    Ramin Assemi

    almost 4 years ago #

    Great post!

  • DM

    Daniel Marlin

    almost 4 years ago #

    “I have not heard from you, so I am assuming you are no longer interested in our offering. I am withdrawing the offer as we agreed. Good luck to you and I truly wish you the best. Thank you for the opportunity to work with you.”

    This is good advice. I send a variation of this message when prospects drop off the radar.

    They are either interested, and they are willing to move forward, or they were just wasting your time to begin with. Great way to sort out the two types.

  • JE

    jonah engler

    almost 4 years ago #

    Thanks for sharing this great post!

    • JM

      Jakob Marovt

      almost 4 years ago #

      No problem Jonah ;)

      Was there something you liked in particular? Would love more feedback for next time!

  • AD

    April Dunford

    almost 4 years ago #

    omg - this is my new fav post on founder selling.
    I liked that you included the bit on #12 - if you are getting a lot of "no" the first thing you try should be tweaking the sales process and/or the pitch. So many folks will just jump to the conclusion that it's a product problem, but in my experience it's more likely a sales problem.

    • JM

      Jakob Marovt

      almost 4 years ago #

      Thanks so much April.

      On the #12: well, a lot of times, unfortunately, it is a product problem. I'm just trying to encourage people not to take it as the default option. That sometimes, just sometimes, there is an easier way out than changing the product.

      So it's always worth at least trying the "let's tweak the value prop / pitch / market segment" route first to see if it potentially works.

  • GB

    Giselle Bisson

    almost 4 years ago #

    Nice article! “Avoid doing it along” – so true! It took months until I found the right partners. However, this is what we should do to move forward.

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