There is a common belief in the startup world that founders should delegate sales tasks as soon as possible.
However, in the early stages, no one knows the product as well as the founder. Selling is a way to close deals and an essential skill for attracting investors, partners, and employees. Sales require the ability to tell a story, negotiate, and persuade, which plays a vital role in the success of any company.
The Role of SDRs in B2B Startups
The sales development representative role is becoming indispensable for B2B tech startups. SDRs are responsible for outbound prospecting, qualifying leads, and setting up meetings for sales managers.
The qualifications of managers are no less important in this case. When this role is performed effectively, startups can fill the sales funnel faster, shorten cycles, and receive feedback on the current state of the market. You can find suitable specialists on SignalHire, explain the tasks to them, and wait for the result.
Also, one of the main benefits of using SDRs is their ability to speed up lead regeneration. This is especially important for startups that have not yet established a stable incoming flow of applications. In addition, SDRs communicate with potential clients daily, collecting information about how the product is perceived, what objections are, and how price offers are responded to.
Sales strategy can be quickly adjusted based on this data. An SDR team enables companies to grow revenue faster. It creates a predictable process and a foundation for scaling the business.
Why Outbound Sales Is So Important for Founders
Many startup founders have the misconception that only inbound marketing, such as SEO or social media promotion, can attract customers. Of course, these methods are valuable in the long run. However, they take time to gain momentum. In contrast, outbound sales give the founder control over the sales process and allow them to respond quickly to changes.
To master outbound sales, founders must follow several key steps, namely:
- identify and study target customers, their needs, and pain points;
- create personalized and short messages for cold emails, emphasizing the value of your offer;
- don’t forget about cold calls, which can quickly establish contact with customers;
- use CRM systems to track the success and optimize your methods;
- hire and train sales staff once the process is stable and requires scaling.
Decisions and steps like these will help you actively develop your business and services and allow you to expand successfully.
Negotiation as a Key Part of Sales
Negotiation skills are another vital sign for every founder. Whether it’s negotiating with potential clients, partners, or investors, confident conversational skills are critical to getting the best terms and closing the best deals. Not only do you need to understand the value of your product, but you should also be able to ask the right questions to understand what’s essential to the other side.
Negotiators must use the silent tactic. It helps to create pressure and encourage the other party to open up more or agree to concessions. Being willing to walk away is also an important element of successful negotiations. If the deal is not in the business’s best interests, the founders should be able to move on without getting stuck on one option.
Conclusion
The success of a startup largely depends on its ability to generate revenue. Even if a company has a great product, it will not find a response without sales. Founders who actively engage in sales, hire qualified specialists, and develop negotiation skills have a much better chance of sustainable growth and success.
You must understand that sales are a key part of success, and every founder should master this skill for the long term. It’s time to act—don’t delay—start selling today!