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Transforming a startup from early to repeatable sales is HARD. If youโre a B2B founder with early sales, then you've done many things right to win your first customers. BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be ๐จ๐ค๐ก๐ ๐ง๐๐ฅ๐๐๐ฉ๐๐๐ก๐ฎ ๐๐ฃ๐ ๐ง๐๐ก๐๐๐๐ก๐ฎ. To get repeatable sales - there are four blockers. You'll need to change each one from "not working" to "working": 1๏ธโฃ Consistently creating a ๐จ๐ฉ๐ง๐๐๐ข of conversations with customers 2๏ธโฃ Converting these conversations into a ๐จ๐ฉ๐ง๐๐๐ข of first meetings 3๏ธโฃ Converting these meetings into a ๐จ๐ฉ๐ง๐๐๐ข of trials 4๏ธโฃ Converting trials into a ๐จ๐ฉ๐ง๐๐๐ข of deals. These blockers need to be removed ๐จ๐๐ฆ๐ช๐๐ฃ๐ฉ๐๐๐ก๐ก๐ฎ - i.e. one by one. ๐ก ๐๐ผ๐ฐ๐๐ ๐ผ๐ป ๐๐ฅ๐๐๐๐๐ก๐ ๐๐ต๐ฒ ๐๐๐ฎ๐ด๐ฒ ๐๐ผ๐'๐ฟ๐ฒ ๐ฎ๐ ๐ฅ๐๐๐๐ง ๐ก๐ข๐ช. ๐๐ผ๐ป'๐ ๐ผ๐๐ฒ๐ฟ๐๐ต๐ถ๐ป๐ธ ๐๐ต๐ฒ ๐ผ๐๐ต๐ฒ๐ฟ๐. โ I'm a former co-founder and CEO at ApolloShield - a profitable YC startup. I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines: 1๏ธโฃ ๐ ๐ฎ๐ฟ๐ธ๐ฒ๐ ๐ฅ๐ฒ๐๐ฒ๐ฎ๐ฟ๐ฐ๐ต ๐ฎ๐ป๐ฑ ๐๐ป๐ฎ๐น๐๐๐ถ๐: Understanding the market, identifying target customers, and analyzing competitors. 2๏ธโฃ ๐ฃ๐ฟ๐ผ๐ฑ๐๐ฐ๐ ๐ฃ๐ผ๐๐ถ๐๐ถ๐ผ๐ป๐ถ๐ป๐ด ๐ฎ๐ป๐ฑ ๐ ๐ฒ๐๐๐ฎ๐ด๐ถ๐ป๐ด: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience. 3๏ธโฃ ๐ฆ๐ฎ๐น๐ฒ๐ ๐ฎ๐ป๐ฑ ๐๐ถ๐๐๐ฟ๐ถ๐ฏ๐๐๐ถ๐ผ๐ป ๐ฆ๐๐ฟ๐ฎ๐๐ฒ๐ด๐ถ๐ฒ๐: Developing strategies for selling the product, including choosing sales channels and partnerships. 4๏ธโฃ ๐๐ผ๐น๐ฑ ๐ข๐๐๐ฟ๐ฒ๐ฎ๐ฐ๐ต, ๐๐ผ๐ป๐๐ฒ๐ป๐ ๐ฎ๐ป๐ฑ ๐๐ฎ๐บ๐ฝ๐ฎ๐ถ๐ด๐ป ๐๐ ๐ฒ๐ฐ๐๐๐ถ๐ผ๐ป: Creating and executing campaigns to build brand awareness and generate leads. 5๏ธโฃ ๐ฃ๐ฟ๐ผ๐๐ฝ๐ฒ๐ฐ๐๐ถ๐ป๐ด ๐ฎ๐ป๐ฑ ๐๐ฎ๐น๐ฒ๐: Managing discovery and commercial discussions with clients and partners to get their business. 5๏ธโฃ ๐ข๐ป๐ด๐ผ๐ถ๐ป๐ด ๐๐ป๐ป๐ผ๐๐ฎ๐๐ถ๐ผ๐ป ๐ฎ๐ป๐ฑ ๐๐ฑ๐ฎ๐ฝ๐๐ฎ๐๐ถ๐ผ๐ป ๐๐ผ ๐๐ฒ๐ฒ๐ฑ๐ฏ๐ฎ๐ฐ๐ธ: Gathering customer feedback and continuously adapting the product and strategies accordingly. 6๏ธโฃ ๐๐ง ๐ฎ๐ป๐ฑ ๐ข๐ฝ๐ฒ๐ฟ๐ฎ๐๐ถ๐ผ๐ป๐: Building support systems to holistically orchestrate and manage your GTM efforts. 7๏ธโฃ ๐ฅ๐ฎ๐ฝ๐ถ๐ฑ ๐๐๐ฒ๐ฟ๐ฎ๐๐ถ๐ผ๐ป: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesnโt. ๐ Let's connect and accelerate your startup together!
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A harsh truth for pre-PMF founders: Your problem is NOT Lead generation. "I just need more leads" means one of the following: ๐ฌ๐ผ๐'๐ฟ๐ฒ ๐ป๐ผ๐ ๐ด๐ฒ๐๐๐ถ๐ป๐ด ๐ฒ๐ป๐ผ๐๐ด๐ต ๐ฝ๐ฒ๐ฟ๐๐ผ๐ป๐ฎ๐น ๐ฟ๐ฒ๐ฐ๐ผ๐ด๐ป๐ถ๐๐ถ๐ผ๐ป / ๐ฟ๐ฒ๐ณ๐ฒ๐ฟ๐ฟ๐ฎ๐น๐ โณ Attend more events & network with ๐ต๐ฉ๐ฆ ๐ณ๐ช๐จ๐ฉ๐ต influencers โณ Create content - use Shlomo Genchin's cheat sheet: https://lnkd.in/duxurKgT ๐ฃ๐ฒ๐ผ๐ฝ๐น๐ฒ ๐ฑ๐ผ๐ป'๐ ๐๐ป๐ฑ๐ฒ๐ฟ๐๐๐ฎ๐ป๐ฑ ๐๐ต๐ฒ ๐ฝ๐ฟ๐ผ๐ฏ๐น๐ฒ๐บ ๐๐ผ๐'๐ฟ๐ฒ ๐๐ผ๐น๐๐ถ๐ป๐ด โณ Talk with more prospects, get more insights. โณ Repeat until you describe their problem better than they can. โณ Current clients aren't raving fans? SOLVE THIS FIRST. If they're not happy no one else will be. โณ Got raving fans? Ask for referrals using Connect The Dots or The Swarm ๐ ๐ฃ๐ฒ๐ผ๐ฝ๐น๐ฒ ๐ฑ๐ผ๐ป'๐ ๐๐ป๐ฑ๐ฒ๐ฟ๐๐๐ฎ๐ป๐ฑ / ๐๐ฎ๐ป๐ ๐๐ต๐ฎ๐ ๐๐ผ๐ ๐ฏ๐๐ถ๐น๐ โณ Turn client's words into effective campaigns using Jordan Crawford's method: https://lnkd.in/d-9iebM5 โณ Ads / outbound / website falling flat? Learn messaging from Anthony Pierri ๐ธ ๐ฌ๐ผ๐'๐ฟ๐ฒ ๐ฎ๐๐ธ๐ถ๐ป๐ด ๐๐ผ๐ผ ๐บ๐๐ฐ๐ต โณ Pitch lead magnets instead of meetings or your full product. โณ Build lead magnets (tools or resources) that provide immediate, relevant, self-serve value. Solid foundations scale naturally, even somewhat predictably. Shaky foundations simply don't scale. Get your foundations right and everything else will follow.
Shlomo Genchin
Need content inspiration? Try the cheat sheet I created for Ground Up Ventures' startup founders. Here's the full list: ๐ก General โข My mistakes and failures โข Conversations I've had โข Answers to FAQ โข A quick tip or thought โข Screenshot of a tweet/post/email/ letter โข Explaining or reacting to a trend โข Basics/101: If I started today, how to start, things I wish I knew whenโฆ โข WIP: what I'm doing right now โข Important days/events/holidays and my relation to them โข Interesting quote โข Share my work/case study โข Ask for validation and feedback โข Share my learnings โข Controversial opinion โข Empathy: โI feel your painโ โข Timeless lessons โข Prediction โข Comparison: X is a lot like Y; This vs we that; Good vs. bad; Side by side โข Bust a myth: Lies we've been told; Prove the status quo wrong; What everyone is thinking but nobody is saying; Misconceptions โข Share a testimonial โข Behind the scenes of a project โข Cool unknown stories/ Today I learned โข Reacting to current events/trends โข Ask a question โข Run an experiment and share the results โข Simplify a complex subject โข Write a book/article summary ๐ค Spotlights / Interviews (Great spotlights cover peopleโs tools, habits, ideas, tips, and authentic personalities.) โข Speak to founders, partners; employees/interns; LPs, etc. โข Shout-out โข Breakdown the success/failure of another person or company ๐ญ Entertaining โข Memes โข Relatable moments โข Parody โข Funny perspective on a serious subject โข Skits and scripts ๐ Curation (make a list of the best...) โข Books โข Podcasts โข TikToks โข Blogs โข Newsletters โข Youtube videos/TED talks โข Apps โข Tools โข Communities โข Chrome extensions โข Courses Save this post, and never run out of content ideas ;) P.S. Join The Creative Marketer newsletter and get practical creative and copywriting frameworks twice a month. ๐ Subscribe here: thecreativemarketer.net
+1 for Luna, I love her ability to quickly synthesize details and strategy. She was very helpful when I needed help prioritizing and focusing my work!
Lauren (Luna) Ray Vegter
Most folks are surprised to hear I replaced myself as CEO of Plura after being selected by YCombinator and raising millions from top Silicon Valley investors. I didnโt have a choice. Today, Iโm sharing one of my most vulnerable life stories with you. I spent years scaling Plura, only to realize I was neglecting the most important thing: scaling myself. My own founder journey brought incredible highs, but also led me to chronic back pain and burnout. The pain became so severe that I'd have to peel myself away from my computer and lie down for half the day, sometimes in tears. I couldnโt run a company if I couldnโt sit at a desk. I knew I needed my full focus to look at this challenge, so I replaced myself as CEO. It was a painful lesson, but it led me to a powerful discovery. I found that my pain, despite years of thinking it was due to my scoliosis, was actually neuroplastic โ a result of chronic stress and overwhelm. I healed through Pain Reprocessing Therapy, a modality based on somatic (body) awareness. I essentially used mindfulness to cure an extreme chronic condition. This experience sparked a profound shift in my understanding of leadership. I realized that true scaling isn't just about the company; it's about the founder's capacity to lead from a place of wholeness and resilience. I became curious about how to support sustainable leadership through embodied awareness, so I studied four somatic coaching modalities and founders started reaching out for coaching. As I worked with founders, I witnessed significant transformations - not just in how they led their teams but in the rest of their lives. As we released them from what was holding them back, founders gained clarity in their decision-making, inspired their teams, and became more vibrant in their lives. My time is now dedicated to work I love - coaching founders. I work with Series A to E founders โ CEOs, CTOs, COOs โ to help them scale themselves in advance of their company while thriving in the rest of life. I have coached over 40 founders in the last 12 months. The work focuses on how to: 1. Make faster, better decisions 2. Build winning teams 3. Gain productivity while reducing stress - and living a full life After years of building and scaling my company, growing User Acquisition for Instagram from 700M to 1.1B people, and launching virtual reality for Oculus, I am excited for the next phase in my life - empowering others to fulfill their potential. If youโre a founder looking to positively impact the world while living a full life, letโs chat!
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