The Audible-Ready Sales Podcast Going to a Startup
Jan 9, 2024
John Kaplan, sales leader who helps reps prepare for startup moves. He walks through four key vetting questions. He breaks down MVP and ICP implications. He covers pipeline urgency, the “hundred-pound brain” constraint, and why you must own your enablement. Practical considerations on funding and equity round out the conversation.
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Four Essential Questions Define Product Viability
- Understand the four essential questions before joining a startup to know what customers truly buy.
- Ask what problems the product solves, how it solves them differently, how much customers will pay, and how many customers have the problem.
MVP And ICP Stage Dictate Your Sales Work
- Check the startup's MVP and ICP stage because product maturity shapes your sales role.
- If the product is early you may gather technical requirements and sell to a small market rather than run repeatable deals.
Inspect The Buyer Motion Before You Commit
- Investigate the buyer motion to know how pipeline, cycle time, and resources will look.
- Verify if deals require founder/technical presence, product-led growth, or hunting motion and whether you can access needed resources.