Who are the most strategic customers—in terms of companies and people—for a startup to target? And once you have decided who your best sales targets are, how do you connect with and sell to them as people?
In this Entrepreneurial Workshop with Jeffrey Goodman,WG’96, VP of Sales at Genweb2, held at Wharton San Francisco, takeaways include:
- A framework for relationship-based selling;
- Why it is important to be able to sell to people based on their social style instead of yours… and a structured approach for doing so;
- A powerful model for targeting the right kinds of customers—both companies and people—based on the growth stage of a technology company.