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Workshop - Selling for the Lean Startup: How to Find Customers and Talk to Them

  • Dec 17, 2012 · 5:30 PM

To test an MVP, you need customers. And Customer Development means you need to know the a few basic sales skills. This workshop focuses on understanding the customer pain (Customer Discovery) and then showing them you can solve it (Customer Validation).

Part of Customer Development is sales. This workshop is about understanding the customer's pain (Customer Discovery) and then showing those customers you can solve it (Customer Validation).

In this 3 hour activity-based workshop (hands on, not just a lecture) led by Scott Sambucci (who also co-hosted a workshop at the Lean Startup Conference), you'll first learn an effective method for finding potential customers (salespeople call this "prospecting"), then learn what to say and how to say it to your potential customers (a.k.a "making sales calls"). These first customers enable you to validate your product idea and build your business model.

By employing a few simple principles and developing a structure for your Customer Discovery calls, you'll accelerate your learning. Work smarter, not harder.

We'll start by learning:

  • How to research referrals before you call them;
  • How to identify new potential customers;
  • How to maximize your time at conferences & industry events.

Then, we'll build a plan for your sales calls so you can:

  • Convert your potential customers into paying customers;
  • Reduce sales call anxiety;
  • Focus on your product development and learning.

Prep work: To help you get the most out of the work, bring with you (if available):

  • 2-3 referrals or companies that you think are targets for your product under development
  • A few ideas of how you plan to locate more prospective customers. Are you setting up a web lead form? Will you do outbound calling? Do you plan to work through your personal network and referrals only?

This workshop will be lead by Scott Sambucci. After expenses, extra proceeds go to building out for the community. For the curious, all our books and records are open to volunteers on request.

About Scott Sambucci, SalesQualia Founder & Chief Sales Geek

Scott founded SalesQualia after building the sales organizations with two Silicon Valley technology companies. With more than 15 years of sales, business development, and leadership experience, SalesQualia is dedicated to improving sales performance. Whether you’re new to sales, a startup founder looking for those elusive first customers, or an experienced sales manager, SalesQualia will help you sell more stuff with our live workshops, sales coaching, software, blog posts, and coaching videos.  You can reach Scott on Twitter: @scottsambucci & @salesqualia or by email: [masked].

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  • Will

    I really enjoyed the sales workshop and learning how to approach the sales process for a lean startup. That process can be quite daunting at times, however Scott made some great, insightful points that makes it a lot more manageable. Scott's experience with Sales brought a lot of great examples that were invaluable to hear. Thank you!

    December 19, 2012

    • Scott S.

      Thanks Will - glad the examples were useful. I'll keep pumping 'em out.

      December 20, 2012

  • Scott S.

    I've giving myself 4/5 - I tried to fit too much in the three hours and we missed out on a few key activities. They're outlined in the slide deck you have so if you'd like to complete them and have me review, shoot me an email and we'll schedule a few minutes on the phone to review.

    If you attended, you probably noticed that I recorded the workshop. I'm taking a dive into the presentation to improve it for the next time around.

    Stay tuned for a redux of this workshop, plus several more on related Customer Development topics in 2013.

    Many thanks to everyone for their enthusiasm and participation. A lively, prepared group is the oil that makes this thing go. :-)

    December 20, 2012

  • Linda W.

    Very enjoyable, lots of creative ways given to find customers and attend conferences for free. Definitely worth the time and money

    December 18, 2012

    • Scott S.

      Linda - Thanks for the notes. Glad you feel it was worth the investment. Keep an eye out for more from me in 2013.

      December 18, 2012

21 went

Your organizer's refund policy for Workshop - Selling for the Lean Startup: How to Find Customers and Talk to Them

Refunds offered if:

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Additional notes: Any reasonable request for a refund will be honored including, "I didn't like it."

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