As the Founder of a startup, your first priority must be the product itself, as you create the minimum viable product (MVP) and validate the product-market fit. But without a solid go-to-market strategy, and a basic understanding of sales, you will struggle to close your first customers and establish a viable business. This workshop will introduce you to the basics of sales and go-to-market concepts, including:
- Go to Market inputs, sales and marketing assets needed
- Demand generation and account based sales development
- Introduction to Value-Based Selling sales methodology
- Qualifying leads and opportunities
- Overcoming customer objections
- Negotiating and closing techniques
- Tips for winning competitive sales cycles
Bring your toughest sales challenges to discuss, and prepare for a very interactive workshop approach.
Requests for accommodations can be made when you register to attend. Please provide at least 7 days advance notice.
Todd Laurence, Managing Director of Thimble Peak Advisors, is a sales leader in the technology industry. He has sold complex enterprise solutions and built sales teams globally for two decades. His industry expertise spans open source software, large scale analytics, robotics and artificial intelligence, supply chain/manufacturing, and even food/ag tech. Todd's sales leadership includes roles at both global technology giants and hardware/software startups, two of which achieved successful IPOs. He has deep expertise in Latin America, where he has closed business deals and delivered keynotes in fluent Spanish at conferences throughout the region. In addition, Todd manages a small family foundation dedicated to "venture philanthropy”, whose mission is to provide seed grants and mentoring to promising early stage non-profit organizations.
Todd received his undergraduate degree in Economics from Princeton University, and earned an MBA from The Anderson School at UCLA, where he was awarded the Carter Fellowship for graduating in the top 2% of his class. He is an avid runner, alpine skier, and outdoor enthusiast.
Who can attend?
This event is open to 2020 eLab, Jumpstarter, PSIP, and Tiger Challenge students.