{"id":275913,"date":"2021-06-16T09:58:40","date_gmt":"2021-06-16T06:58:40","guid":{"rendered":"https:\/\/en.buradabiliyorum.com\/how-to-scale-your-startup-without-a-sales-team\/"},"modified":"2021-06-16T09:58:40","modified_gmt":"2021-06-16T06:58:40","slug":"how-to-scale-your-startup-without-a-sales-team","status":"publish","type":"post","link":"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/","title":{"rendered":"#How to scale your startup without a sales team"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_84 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-6a29c33a162d8\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #dd3333;color:#dd3333\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #dd3333;color:#dd3333\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6a29c33a162d8\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#Putting_customers_on_the_same_side_of_the_table\" >Putting customers on the same side of the table<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#Growing_the_no-sales_way\" >Growing the no-sales way<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#1_Provide_an_effortless_way_to_connect_with_prospects\" >1. Provide an effortless way to connect with prospects<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#2_Connect_potential_clients_with_a_technical_resource\" >2. Connect potential clients with a technical resource<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#3_Deliver_a_personalized_experience\" >3. Deliver a personalized experience<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#4_Let_them_use_the_entire_product\" >4. Let them use the entire product<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#5_Listen_to_prospect_feedback\" >5. Listen to prospect feedback<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#6_Dont_put_pressure_on_the_customer\" >6. Don\u2019t put pressure on the customer<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/buradabiliyorum.com\/en\/how-to-scale-your-startup-without-a-sales-team\/#No-sales_approach_is_a_good_option\" >No-sales approach is a good option<\/a><\/li><\/ul><\/nav><\/div>\n<p>&#8220;<strong>#How to scale your startup without a sales team<\/strong>&#8221;<br \/>\n<img decoding=\"async\" src=\"https:\/\/img-cdn.tnwcdn.com\/image?fit=796%2C417&amp;url=https%3A%2F%2Fcdn0.tnwcdn.com%2Fwp-content%2Fblogs.dir%2F1%2Ffiles%2F2021%2F06%2Fstartup-team-sales-gq.jpg&amp;signature=9debc028c325f829fc5a3439b321a706\" \/><\/p>\n<div><span>Let\u2019s get one thing out of the way early: I\u2019m <em>not<\/em> anti-sales. I\u2019d just say I\u2019m more pro-customer and product. And by focusing on these two areas, I\u2019ve been able to scale my company to more than 20,000 customers in 90 countries without a sales team.\u00a0<\/span><\/p>\n<p><span>Before jumping on the no-sales train, though, I think it\u2019s essential you first understand why I\u2019ve developed this philosophy.\u00a0\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Putting_customers_on_the_same_side_of_the_table\"><\/span><b>Putting customers on the same side of the table<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>As a business owner, I\u2019ve been blessed to purchase solutions from some incredibly technical, responsive, and supportive salespeople. They\u2019ve been a delight to work with, and we continue to have a great relationship today.\u00a0<\/span><\/p>\n<p><span>However, I\u2019ve also dealt with and heard horror stories of sales reps who do anything in their power to get customers to sign on the dotted line. That can include pressure tactics, rapid follow-ups, and making promises they can\u2019t keep \u2014 like future feature functionality or roadmap goals. These strategies backfire in the long run and cause high churn rates due to poor experience.\u00a0<\/span><\/p>\n<p><span>Since our organization\u2019s mission is rooted in improving the experience of workers, teachers, and students using <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/technology\/\" data-internallinksmanager029f6b8e52c=\"4\" title=\"Technology\" target=\"_blank\" rel=\"noopener\">technology<\/a> at work and school, we want first-class experiences to carry through every aspect of our work.\u00a0<\/span><\/p>\n<p><span>While I tested various go-to-market strategies early on, we always observed the best results when we put our team and the customer on the same side of the table. Instead of a traditional sales model, we substituted quota-carrying employees for customer-focused success teams.\u00a0<\/span><\/p>\n<p><span>By focusing on the prospect\u2019s experience and eliminating the need for our team to meet a certain sales threshold, we removed immense pressure from the situation and transferred the focus to our client. <\/span><\/p>\n<p><span>With this seismic shift, we provide the best possible experience without conflict between what the customer wants (a solution to a problem) and what a client-facing team traditionally wants (a sale).\u00a0<\/span><\/p>\n<p><span>This <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/download-scripts-themes-apps\/\" data-internallinksmanager029f6b8e52c=\"9\" title=\"Download Scripts &amp; Themes &amp; Apps\" target=\"_blank\" rel=\"noopener\">app<\/a>roach has resulted in happy recurring customers time after time. So, what does this process look like in practice, and how does it work?\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Growing_the_no-sales_way\"><\/span><b>Growing the no-sales way<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>I want to reiterate; I\u2019m not anti-sales. Everyone needs to sell their product to make a profit so their business can grow. However, I\u2019m a firm believer that any go-to-market approach needs to be thoughtful and customer-focused. <\/span><\/p>\n<p><span>So, for organizations looking to grow their startup with the customer in mind, here\u2019s my six-step roadmap:<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"1_Provide_an_effortless_way_to_connect_with_prospects\"><\/span><b>1. Provide an effortless way to connect with prospects<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>More than 80% of customers do research online before making a purchase. They have a problem, they need a solution. If you\u2019ve done a good enough job making your presence known, there\u2019s a good chance they know you can solve it. <\/span><\/p>\n<p><span>Provide a seamless way for the prospect to sign up to connect with your business and sample your product.\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"2_Connect_potential_clients_with_a_technical_resource\"><\/span><b>2. Connect potential clients with a technical resource<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>We leverage a team of experts that have experience supporting millions of devices every day. The difference between them and a sales team? They\u2019ve actually used the solution, helped troubleshoot, and can answer the tough questions.\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"3_Deliver_a_personalized_experience\"><\/span><b>3. Deliver a personalized experience<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>There\u2019s no one-size-fits-all company deployment. Ask the prospect questions. What\u2019s your problem? How can we make it better? What\u2019s your current approach and future needs? <\/span><\/p>\n<p><span>Instruct your technical resource to listen, provide thoughtful feedback, and show how your offering can help deliver personalized value.\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"4_Let_them_use_the_entire_product\"><\/span><b>4. Let them use the entire product<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>This is where many startups fall flat. They say they deliver value, but they provide a test run of a watered-down product. <\/span><\/p>\n<p><span>You simply can\u2019t provide a bad \u201cfree\u201d version. I mean, how will users know your product works if they can\u2019t use the full feature set in a real-world scenario?<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"5_Listen_to_prospect_feedback\"><\/span><b>5. Listen to prospect feedback<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>This is where you take all the time and money you saved not investing and training a sales team and put it back into your product and success team. <\/span><\/p>\n<p><span>What are the most common points of feedback? What are the most popular features clients need? What can their old providers not deliver on? <\/span><\/p>\n<p><span>Find the most significant pain points and solve them as fast as you can.\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"6_Dont_put_pressure_on_the_customer\"><\/span><b>6. Don\u2019t put pressure on the customer<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>Finally, with a personalized experience, updated product, and a problem that still needs solving, you put the prospect on the same side of the table.<\/span><\/p>\n<p><span>Building the level of rapport helps close deals honestly and organically. In fact, more than 50% of our trials become paid customers.<br \/><\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"No-sales_approach_is_a_good_option\"><\/span>No-sales approach is a good option<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span>Ultimately, business is built on mutual respect. And larger legacy organizations tend to forget that. <\/span><\/p>\n<p><span>Compared to the traditional sales model, the no-sales approach has netted my organization some incredible results, including significant growth (nearly 100% YoY), incredible conversion rates, and considerable market gains from pushy legacy incumbents.\u00a0<\/span><\/p>\n<p><span>So if you\u2019re looking for an alternative approach to sales and want to scale, my bet would be on no-sales.\u00a0<\/span><\/p>\n<\/div>\n<blockquote><p><strong><span style=\"color: #ff6600;\">If you liked the article, do not forget to share it with your friends. Follow us on\u00a0<span style=\"color: #ff0000;\"><a style=\"color: #ff0000;\" href=\"https:\/\/news.google.com\/publications\/CAAqBwgKMLG0nwswvr63Aw\" target=\"_blank\" rel=\"nofollow noopener noreferrer\">Google News<\/a><\/span>\u00a0too, click on the star and choose us from your favorites.<\/span><\/strong><\/p><\/blockquote>\n<blockquote>\n<p style=\"text-align: center;\">For forums sites go to <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/forum.buradabiliyorum.com\/\" target=\"_blank\" rel=\"noopener\">Forum.BuradaBiliyorum.Com<\/a><\/span><\/strong>\n<\/p><\/blockquote>\n<blockquote>\n<p style=\"text-align: center;\"><strong>If you want to read more like this article, you can visit our <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/en.buradabiliyorum.com\/technology\/\" target=\"_blank\" rel=\"noopener\">Technology category.<\/a><\/span><\/strong><\/p>\n<\/blockquote>\n<p><span style=\"color: black;\"><a style=\"color: #ff9900;\" href=\"https:\/\/thenextweb.com\/news\/how-to-scale-your-startup-without-a-sales-team\" target=\"_blank\" rel=\"noopener\">Source<\/a><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;#How to scale your startup without a sales team&#8221; Let\u2019s get one thing out of the way early: I\u2019m not anti-sales. I\u2019d just say I\u2019m more pro-customer and product. And by focusing on these two areas, I\u2019ve been able to scale my company to more than 20,000 customers in 90 countries without a sales team.\u00a0&#8230;<\/p>\n","protected":false},"author":1,"featured_media":275914,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"fifu_image_url":"https:\/\/img-cdn.tnwcdn.com\/image\/growth-quarters?filter_last=1&fit=1280,640&url=https:\/\/cdn0.tnwcdn.com\/wp-content\/blogs.dir\/1\/files\/2021\/06\/startup-team-sales-gq.jpg&signature=4c240a9092300dd0d9008d3c8948cc2c","fifu_image_alt":"","footnotes":""},"categories":[18],"tags":[],"class_list":["post-275913","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-technology"],"_links":{"self":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/275913","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/comments?post=275913"}],"version-history":[{"count":0,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/275913\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media\/275914"}],"wp:attachment":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media?parent=275913"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/categories?post=275913"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/tags?post=275913"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}