Making a first sales hire is a big step for any startup. This person will drive your sales for the next year or more and will be the face of your company to many of your early customers. We recommend crafting a candidate profile by focusing on three elements: mission, outcomes, and competencies.
Previously, we discussed why it’s so important to focus on the customer during the qualification phase and how it’s vital to find a sales framework that lets you ask the right questions. We developed the CONSULT method for early-stage startups qualifying potential customers. Let’s zero in on each of the elements of the CONSULT method and look at examples of what elegant, open-ended questions for each might look like.
We developed our own sales method called CONSULT to help guide early-stage startup founders and salespeople through those initial conversations to land game-changing deals. The CONSULT method breaks down the qualification stage into its seven most important elements.
Before you start selling a product, the number-one thing you need to do is understand your existing and prospective customers. After all, you want to be selling to companies that actually need and want your solution. So how do you go about understanding your customers’ needs?