Head of Sales | $0 - $4M ARR in under 3 years | Sales Process & Management | B2B Sales
Online Info Products / Training and SaaS; Featured on Mixergy, The Foundation & more.
Schedule a call with me if you are in the $0 - 2M revenue range and want to reach $2M and beyond faster.
This is what I've done in a short amount of time and I will share what has worked for us so you can do it faster, while making more money.
Every product I launch gets sold before I create it. Whether it's a SaaS product, a service or a training product. Whether it's a new business or an internal product launch.
This is always the process, and it must be yours if you want to achieve the most success, and build the best products for your customers.
Want to learn how to heck to sell something that doesn't exist?
Set up a call, and we'll get into the "how-to".
Every online business I've started was not my idea. I extracted it from the market.
If you want to start a business from scratch without an idea, let's chat.
I am Head of Sales at our company where we've gone from $0 - $2.8M ARR in under two years.
I've done 1000s of 1-1 Sales Calls, closed millions of dollars and now am a player-coach... where I still actively close bigger deals, but also coach and lead my team to do the same.
If you want to make more money and close more deals, let's chat. That is my jam.
Interesting. First step is to validate your idea with the market: Set a minimum success criteria for how many customers you want to have on Day 1 to prove that the business is validated with the market. For example, set a goal to get 5 people to pre-pay for jet ski rentals and go to talk to people and get the sales. Set them in the schedule for Wednesday. Then make sure you have the paperwork and jet ski by then. Business validated. Go get more customers. Running it remotely within in a week... I'd have to think on that one a bit more.
Start by calling SEO resellers. Ask them if they experience any challenges sharing reports with their clients. If they do, dig into what the problems are. Does your solution meet what they need? If so, tell them you are creating a solution they'd like and ask them if they want to buy it. Then you have two options: collect payment then and there for your uncreated product or add them to your list to contact when you launch. But first you need to validate that enough SEO resellers need the product you want to create. Start there.
I've been here.
Turn off your phone, don't use facebook and take 3 days of rest. Full rest.
When you come back, make sure push notifications from facebook, twitter, etc are OFF. I know it's tough, even if you use those to get business. But do it. It is more of a drain than you think.
Most importantly, find your 20 mile march. A small set of actions you can do each day to lead to your bigger goal.
For more on the 20 mile march, watch my video or reach out! I would love to help. Hope you are pushing through this.
Validate it by talking to the industry that it is for right away.
You need to see if it is a pain or just a cool idea.
You should also start selling it even if you don't have the product. (Is it painful enough for them to take out there wallets? You need that kind of idea.)
Who is your market? Where are there? How do you get in touch with them?
Is it a big pain (you idea)?
Will they buy it?
Try getting them to buy, then go create it.
I could talk a ton on this, but go to my profile and watch the video. It will give you a good idea of a process to follow to presell and validate your idea.
Best way in the beginning is to do it the old fashioned way: calls and emails to set up demos.
First, I use manta.com. You can search by different industries and create a list
Then email and call.
Approach the email/call in a way that you want their input on a new tool, and frame it that you are researching their industry to get feedback. You should be able to get demos from that.
Then when you are on a demo, make sure you have a really attractive offer to join the beta program (you should call this the "Founding Member Program"). For example, if they join, they get free access to the beta product then 10% off for life when you launch the full product.
Let me know if I can expand or help any more.
Great call, very helpful in pointing me to the right direction, thanks Josh!
AHH such an awesome call! Thanks Josh! It's experts like this that make Clarity an awesome community. If u need sales or marketing advice he is the guy to go to. Thanks again!
Another great call with Josh. He is clearly a sales pro who gave me a ton of very detailed, helpful and actionable feedback to improve effectiveness of our sales calls. Thanks, Josh!
Josh dissected our sales presentation and had very helpful, detailed feedback. Very helpful call. Thanks, Josh!
Josh Isaak is the man! My call with him was worth well more than what I paid for it! We discuss so many things. The man has the patience of a sage. Incredibly down to earth. I highly recommend any one that want to become an entrepreneur B2B and or SaaS to request a call with him!
Josh is Josh - the guy is just REAL!
Josh has exceptional thought clarity. He helped me focus on the highest leverage tasks that I should be executing, instead of jumping the gun.
Make > Master > Matter
I had a great chat with Josh where we covered everything from startups, to our belief systems and beyond!
Josh's insight and customized strategy plan was extremely beneficial to my current objective of creating a minimum viable product. Thanks to his suggestions, not only have I set up customer interviews- I was also able to network with potential customers in my target market which will augment partnership and sale opportunities in the future. From an unbiased stand point, I feel like his 30 minute consultation was worth at least $1,000. I'll definitely come back for his advice in the future.
Josh was very helpful and gave me good advice on the direction to go with my plans of selling online, I now know two clear ways to start out and will be staying in touch. Really recommended.
Very helpful and I enjoyed the screensharing walkthrough. Great advice and action steps at the end of the call.