Startups need customers and corporates have them but how do you engage?

 By Ben Hutt, Chief Program Director, Slingshot Accelerator


Being a Startup founder requires many skills, but one that’s often lacking in early stages is real experience and knowledge of mature B2B sales processes. This often means founders struggle to achieve early traction with corporate customers, and waste time with ineffective sales engagements.

​Having accelerated more Startups than any other company in Australia, Slingshot has an extensive understanding of the pitfalls around engaging corporates. Brands like Caltex, Qantas, Lion and HCF all expect a level of professionalism throughout the sales process and if you don’t develop that confidence and rapport early on, then there is very little chance they will trust you with their customers.

Some of the common mistakes Startups make when engaging corporates include:

  • ​A lack of market research
  • ​A​n underdeveloped value proposition
  • Poor execution strategies
  • ​Misdirected​ lead generation
  • Low impact customer meetings
  • Lack of pitching and negation skills
  • Ineffective account management

LaunchVic recently announced funding to deliver education programs to the Victorian Startup ecosystem with a view to upskilling founders. LaunchVic Chief Executive Kate Cornick said they had long been aware of the number of founders in Victoria in need of upskilling, with just 15% of them currently going through an accelerator program where diverse skills training is regularly on offer.

But where do the rest of the Startups go for help in a timeframe that works with the growth of your company?

In response to this and supported by LaunchVic, Slingshot is offering a FREE, two day masterclass designed to quickly and effectively educate Startup founders on processes, discipline, and techniques required to facilitate sales discussions with business customers and execute the sales. This is a unique opportunity to work with the leading Australian corporate accelerator in a fast paced, 2 day, interactive course.

Ideally this is for Startup founders wishing to top-up their corporate engagement skills and/or business owners needing a fresh approach to B2B sales.

 

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