This document provides advice for startups on common mistakes made in sales and marketing. Some key issues highlighted include selling to the wrong customer who does not have a need, problem, or budget; focusing on product features instead of the customer experience and outcomes; failing to provide proof of results or differentiate your solution; underpricing products; convincing instead of listening to customers; not proactively answering customer questions; lacking follow up; failing to close deals; not experimenting; and overpromising and underdelivering. The document encourages startups to build a "growth turbine" by generating quality content and avoiding these pitfalls.

1. 10 (Startup)
You Don’t Know You’re Making
By @VladBlagi, ScaleMyBusiness.com

2. Selling to the
WRONG CUSTOMER

3.  Acute need or pain
 Customer is aware of the need
 Got or can acquire a budget

4. Selling the
WRONG PRODUCT

5.  Be open to new opportunities
 Uncover Barriers to adoption

6. Selling the
PRODUCT
Feature Pusher

7.  Sell a solution, a BETTER world
 Sell an experience
iPad is one big, beautiful display — 9.7 inches of high‐resolution photos,
movies, web pages, books, and more. It makes surfing the web, checking
email, watching movies, and reading books so natural, you might forget
there’s incredible technology under your fingers.

8. Not providing any
PROOF & FIGURES

9. Not showing the
DIFFERENCE

10.  What makes you unique
 Do customers care about it?

11. UNDERPRICING
your product

12.  Risk loosing Money
 Attract customers from hell

13. Grab our FREE workbook
Generate irresistible content for sales presentations, landing
pages, explainer videos... Yours free at j.mp/SalesCanvas

14. Convincing and Defending… instead of
LISTENING

15. Not Proactively Answering
QUESTIONS

16. Financial risk
ROI, Speed of reward
Product-needs fit
information about product features, FAQs,
demo, free trial…
Competitor risk
better / faster /cheaper?
Compatibility risk
fit their way of working
integration

17. Not
FOLLOWING UP
only 12% make
> 3 contacts
# of follow ups

18. Failing to
CLOSE

19. Not Conscientiously
EXPERIMENTING

20. Overpromising and
UNDERDELIVERING

21. Build a
GROWTH TURBINE
for your company
A series of free 5 five-minute
videos for busy entrepreneurs:
5 hard learned lessons on
building a "growth engine" for
your company. Yours free at
j.mp/GrowthTurbine