What are the two ways of selling products to large organizations?
— The two ways of selling products to large organizations are top-down sales and bottoms-up sales.
What are the steps for success in top-down sales?
— The steps for success in top-down sales include identifying the lead, validating their problem, convincing them of your solution, navigating procurement hoops, and onboarding the customer.
What are the advantages and disadvantages of top-down sales?
— The advantage of top-down sales is having a playbook that usually works, but the downside is the risk of building one-off features for large customers and the expensive cost of scaling.
What are the key components of a successful top-down sales motion?
— The key components of a successful top-down sales motion are defining the target customer, finding leads through LinkedIn or other tools, and personalizing cold emails to get their attention.
What are the key components of a successful bottoms-up sales model?
— The key components of a successful bottoms-up sales model are building a self-serve product, finding a cheap distribution channel, getting lots of users, and convincing companies to sign a contract in exchange for more features or bulk pricing.
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