The document provides tips and guidance for entrepreneurs on sales and the sales process within a startup venture. It discusses the importance of sales for new businesses and defines the typical sales process as involving lead generation, qualification, needs identification, proposal development, negotiation, delivery, and follow-up. Specific tips are offered for each step of the process, emphasizing preparation, developing client relationships and understanding needs, and ensuring customer satisfaction.

1. Selling Within The Entrepreneurial Venture Ken Merbler June 7, 2010 ©

3. “ Sales Tips From Tough Customers”* Coca-Cola “ Be different. And then make sure you prove it to us” UPS “ We can spot a fake from a mile away. (In other words, don’t oversell yourself)” Intuit “ Go above and beyond. You would be surprised at how few of your rivals even bother to try.” Valero Energy “ Do more research than you think you need to do.” Northrop Grumman “ Be as specific as possible when describing what you can do for us.” * Inc. Magazine, April 2010 ©

4. Sales – Failure Can Breed Success “ I’ve missed more than 9,000 shots in my career. Twenty-six times, I’ve been trusted to take the game-winning shot and missed. I’ve failed over and over again in my life, and that is why I succeed.” Michael Jordan “ You’ll always miss 100% of the shots you don’t take.” Wayne Gretzky “ Practice doesn’t make perfect. Perfect practice makes perfect” Vince Lombardi ©

5. Typical Sales Process Needs Identification Meeting 2 Qualify Lead Meeting 1 Lead Generation Deliver & Follow-up Negotiate & Close Sale Meeting 4 Proposal Development Meeting 3 ©

14. Reference Books On Sales ©