Sales for Startups Presentation (06.13.12)

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Some of the lessons from my time at Crittercism. From when I started until current time, when we've added a seasoned VP of Sales, and my focus has changed to more strategic business development. // @noahbarr

Negócios Tecnologia

Startup Sales

Noah Barr
@noahbarr
BD @crittercism

@noahbarr
BD @crittercism

Quick Background
Me
Crittercism
Enterprise SaaS: / B2G(eek)

@noahbarr
BD @crittercism

Me
engineering background
management consulting
private equity
startups

@noahbarr
BD @crittercism

What we do
Mobile Crash reporting/error diagnostics
for “in-the-wild” apps
--
Mobile APM
(App Performance Monitoring)

@noahbarr
BD @crittercism

Role is strategic BD, but needed
lighthouse customer.
Only non-technical employee

@noahbarr
BD @crittercism

This is what I learned along the way
(Thanks Jason)

@noahbarr
BD @crittercism

Initial sales approach

“Let me show you what we’ve been working on
...Isn’t it cool?”

@noahbarr
BD @crittercism

Couple key concepts

@noahbarr
BD @crittercism

People don’t want to be sold to
… they want to buy

@noahbarr
BD @crittercism

Buying your widget
probably isn’t their #1 priority (yet!)

@noahbarr
BD @crittercism

Don’t jump into a tech demo right away

@noahbarr
BD @crittercism

Never leave a meeting without next steps

@noahbarr
BD @crittercism

Guerilla warfare strategy

@noahbarr
BD @crittercism

Features v. Benefits
Don’t know what customers will value

@noahbarr
BD @crittercism

Establishing value proposition

@noahbarr
BD @crittercism

Strike when the iron is hot

@noahbarr
BD @crittercism

Dealing with big companies
(It can be worth the pain)

@noahbarr
BD @crittercism

Enter as high as possible
Get buy-in from up-high
Timebox
POC  MSA (Holy Grail)

@noahbarr
BD @crittercism

Cheer up…
Whole teams selling into
a specific org

@noahbarr
BD @crittercism

One last thought on big companies

@noahbarr
BD @crittercism

All the pain

=
Potentially big financial reward

+
Barriers to entry for others 
(But I wouldn’t want to rest my hat on it)
@noahbarr
BD @crittercism

Other Learnings
Pain thresholds
Messaging/Positioning affects pricing
Be Persistent, but not annoying
(A Little Guilt) goes a long way
Keep your head high
@noahbarr
BD @crittercism

BD
Sales
Marketing

@noahbarr
BD @crittercism

Good luck

@noahbarr
@noahbarr
BD @crittercism

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Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits. To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups. Technology For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did. While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis. Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad. Age and Gender When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same. Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers. Race Affects Attitudes As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).

How Race, Age and Gender Shape Attitudes Towards Mental Health

ThinkNow

AI Trends in Creative Operations 2024 by Artwork Flow.pdf

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A report by thenetworkone and Kurio. The contributing experts and agencies are (in an alphabetical order): Sylwia Rytel, Social Media Supervisor, 180heartbeats + JUNG v MATT (PL), Sharlene Jenner, Vice President - Director of Engagement Strategy, Abelson Taylor (USA), Alex Casanovas, Digital Director, Atrevia (ES), Dora Beilin, Senior Social Strategist, Barrett Hoffher (USA), Min Seo, Campaign Director, Brand New Agency (KR), Deshé M. Gully, Associate Strategist, Day One Agency (USA), Francesca Trevisan, Strategist, Different (IT), Trevor Crossman, CX and Digital Transformation Director; Olivia Hussey, Strategic Planner; Simi Srinarula, Social Media Manager, The Hallway (AUS), James Hebbert, Managing Director, Hylink (CN / UK), Mundy Álvarez, Planning Director; Pedro Rojas, Social Media Manager; Pancho González, CCO, Inbrax (CH), Oana Oprea, Head of Digital Planning, Jam Session Agency (RO), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Shantesh S Row, Creative Director, Liwa (UAE), Rajesh Mehta, Chief Strategy Officer; Dhruv Gaur, Digital Planning Lead; Leonie Mergulhao, Account Supervisor - Social Media & PR, Medulla (IN), Aurelija Plioplytė, Head of Digital & Social, Not Perfect (LI), Daiana Khaidargaliyeva, Account Manager, Osaka Labs (UK / USA), Stefanie Söhnchen, Vice President Digital, PIABO Communications (DE), Elisabeth Winiartati, Managing Consultant, Head of Global Integrated Communications; Lydia Aprina, Account Manager, Integrated Marketing and Communications; Nita Prabowo, Account Manager, Integrated Marketing and Communications; Okhi, Web Developer, PNTR Group (ID), Kei Obusan, Insights Director; Daffi Ranandi, Insights Manager, Radarr (SG), Gautam Reghunath, Co-founder & CEO, Talented (IN), Donagh Humphreys, Head of Social and Digital Innovation, THINKHOUSE (IRE), Sarah Yim, Strategy Director, Zulu Alpha Kilo (CA).

Social Media Marketing Trends 2024 // The Global Indie Insights

Kurio // The Social Media Age(ncy)

The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands. It’s important that you’re ready to implement new strategies in 2024. Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024. You’ll learn: - The latest trends in AI and automation, and what this means for an evolving paid search ecosystem. - New developments in privacy and data regulation. - Emerging ad formats that are expected to make an impact next year. Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape. If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.

Trends In Paid Search: Navigating The Digital Landscape In 2024

Search Engine Journal

From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world. With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively. The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage. Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience. See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers See the original article on Forbes here: http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b

5 Public speaking tips from TED - Visualized summary

SpeakerHub

Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world. Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance. For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age. Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.

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The six step guide to practical project management If you think managing projects is too difficult, think again. We’ve stripped back project management processes to the basics – to make it quicker and easier, without sacrificing the vital ingredients for success. “If you’re looking for some real-world guidance, then The Six Step Guide to Practical Project Management will help.” Dr Andrew Makar, Tactical Project Management

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During this webinar, Anand Bagmar demonstrates how AI tools such as ChatGPT can be applied to various stages of the software development life cycle (SDLC) using an eCommerce application case study. Find the on-demand recording and more info at https://applitools.info/b59 Key takeaways: • Learn how to use ChatGPT to add AI power to your testing and test automation • Understand the limitations of the technology and where human expertise is crucial • Gain insight into different AI-based tools • Adopt AI-based tools to stay relevant and optimize work for developers and testers * ChatGPT and OpenAI belong to OpenAI, L.L.C.

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Product Design Trends in 2024 | Teenage Engineerings

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Sales for Startups Presentation (06.13.12)

1. Startup Sales Noah Barr @noahbarr BD @crittercism @noahbarr BD @crittercism

2. Quick Background Me Crittercism Enterprise SaaS: / B2G(eek) @noahbarr BD @crittercism

3. Me engineering background management consulting private equity startups @noahbarr BD @crittercism

4. What we do Mobile Crash reporting/error diagnostics for “in-the-wild” apps -- Mobile APM (App Performance Monitoring) @noahbarr BD @crittercism

5. Role is strategic BD, but needed lighthouse customer. Only non-technical employee @noahbarr BD @crittercism

6. This is what I learned along the way (Thanks Jason) @noahbarr BD @crittercism

7. Initial sales approach “Let me show you what we’ve been working on ...Isn’t it cool?” @noahbarr BD @crittercism

8. Couple key concepts @noahbarr BD @crittercism

9. People don’t want to be sold to … they want to buy @noahbarr BD @crittercism

10. Buying your widget probably isn’t their #1 priority (yet!) @noahbarr BD @crittercism

11. Aim big @noahbarr BD @crittercism

12. Don’t jump into a tech demo right away @noahbarr BD @crittercism

13. Never leave a meeting without next steps @noahbarr BD @crittercism

14. Guerilla warfare strategy @noahbarr BD @crittercism

15. Features v. Benefits Don’t know what customers will value @noahbarr BD @crittercism

16. Establishing value proposition @noahbarr BD @crittercism

17. Strike when the iron is hot @noahbarr BD @crittercism

18. Dealing with big companies (It can be worth the pain) @noahbarr BD @crittercism

19. Enter as high as possible Get buy-in from up-high Timebox POC  MSA (Holy Grail) @noahbarr BD @crittercism

20. Cheer up… Whole teams selling into a specific org @noahbarr BD @crittercism

21. One last thought on big companies @noahbarr BD @crittercism

22. All the pain = Potentially big financial reward + Barriers to entry for others  (But I wouldn’t want to rest my hat on it) @noahbarr BD @crittercism

23. Other Learnings Pain thresholds Messaging/Positioning affects pricing Be Persistent, but not annoying (A Little Guilt) goes a long way Keep your head high @noahbarr BD @crittercism

24. Stages @noahbarr BD @crittercism

25. BD Sales Marketing @noahbarr BD @crittercism

26. Good luck @noahbarr @noahbarr BD @crittercism

Notas do Editor

Me, personal backgrounds, non-traditionalOur Customers (LargeStoriesStages of companies / sales org changes
This works but isn’t scalable. Only good for early adapters. Give Hearst example
Anybody like a used car sales man? When was the last time you were impressed with a sales experience? When were you sold really well?
White Elephant:perfect product/timing fit, Must establish customer demand/interest
Why talk with a developer who has one app vs 1000 apps
Take first couple minutes to understand their needsCater the messageTHEY’LL BASICALLY TELL YOU HOW TO “SELL” THEM
Strengths out of your inherit weaknesses
You care about features….Customerscare about benefitsTalk about features: SymbolicationReal Time monitoring not that useful. Amoniture
“Value proposition” = stories that resonates w/ customers“Establish” = A/B test themesfrom one customer on another.Look for the sparkle in their eyes. Signal to noise ratio
Adobe example
Enter as high as possible. Talk about Yammer
IBM example
ID’ing right way inPprocess, repeated conference callscontracting,cycle timeMisc BS
5 minutes to integrateI want your business, but don’t need it

Sales for Startups Presentation (06.13.12)

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Notas do Editor