Cabal’s Post

A founder’s job in an investor pitch is to get the investor to believe that they can execute on what they say they will execute on. The best way to do that is to show proof. Samples of proof: -  Sales -  Growth -  Experience -  Purchase Orders -  Strategic Partners -  Number of customers -  Fully built products & demos -  Differentiated business model Sure, you can highlight the size of the market and the business opportunity, but at the end the day, an investor is making a bet on a founder that can execute on that opportunity. The investor will need confidence in their investment. The best way to build confidence is through proof.

When it comes to pitching investors the biggest mistake we can make is not understanding investors are different. Using the same methods, tools, sales copy etc. as we use for our customers won’t work. It’s imperative to understand the psychology of the investor if we want to close them. Lead with what’s in it for them. Not with what your company does. Egocentric sales is not going to work. Like Sun Tzu says in the Art of War “If you know the enemy and know yourself, you need not fear the result of a hundred battles” Those who understand the minds of investors and everything about their business are the ones who win more battles.

Bad pitch: - Here is my product - Here is what is does - Here is what is so great about it Good pitch: - Here is your problem - Here’s the impact of solving it - Here is why what you have tried has failed - And BTW here is a product that can help you solve it Want to perfect your pitch? Join the Mega Deal Secrets Accelerator. Learn how here: https://buff.ly/3OnUc2I #sales #enterprisesellers

But guess what? With the right strategies, you can snag those deals and make your business thrive! 🚀 At Ceo929, we're all about that hustle, teaching you to master the art of lead gen and sales. 🏠💼 Ready to build a killer sales team with VAs and close deals like a boss? DM 'va' and let's get your real estate game on point! 📈 #RealEstateHustle #LeadGenMasters #SalesTeamSuccess

Check out our latest Sandler brief on "Two Simple Rules to Boost Closing Ratios"! Learn how asking the right questions at the right time can transform your sales game. Unlock the secrets to boosting your closing ratios from top performers! Download the full article here: https://hubs.la/Q02rSlcW0 #SalesSuccess #closing #sandler

This week's the 4th "What's Working Wednesday" - a peer2peer deal review group. In <20 minutes Caroline and a bunch've other sellers analyze 1 deal that someone brings to the table. It's a judgment-free zone. Everyone's looking to get better and spot risk in mid to late stage deals. The 4 point criteria we look at are: 1. What’s the MAP (mutual action plan) to close? 2. What relationships are built? (internally and externally) a)Who’s their EB + your champion? 3. Is this deal tied to an urgent initiative? (Why now?) 4. What’s the ONE biggest risk to this deal? Have a deal you'd like to talk about? Give a shout and I'll send a calendar invite your way. #sales #dealreview #pipeline

How to handle objections [when raising capital!] ❌ Old Way - OVERCOME - Convince them why it's not true - Refer to your script of 'how to overcome objections' - Share testimonials or other social proof - Refer to the returns or the ops team experience - Follow up - never take "NO" for an answer ✅ New Way - PREVENT - Instead of convincing people why they should say "YES"... - Look at sales convos like a scavenger hunt 🕵️♀️ - To find all the reasons why they could say NO - Then ask questions & have an honest convo about each one... - BEFORE it's ever time for them to make a decision to invest - This way, they own the decision & stick to it - And you can accurately forecast your capital raises 🎯 👉 Preventing Objections > Creating a Tug-of-War ---- 💎 If you like this style of selling, tell me in the comments below! #capitalraising #salestips #raisingcapital

Know why a lot of technical founders suck at sales? They give the investor pitch, not the sales pitch. Here's what I mean 👇 The investor pitch sells the big vision. What does 10 years from now look like. What does transforming a broken industry look like. They want to see long-term success, in a large market. Technical founders use this narrative to raise money. Then they try to do founder-led sales. And they flop. Why? The investor pitch is risky. It seems like a lot of work. Prospects have pains they need solved now. Not 10 years from now. And all this transformation and new way? That could cost them their job if they don't get it right. So your competition, that has a worse product than yours, will win deals. Because they focus on today. If you focus on what tomorrow brings? You'll close deals in the future, once your product is where you describe it to be. Raise on the future. Sell on today.

You've narrowed down your ICP and you're just starting to build your initial sales motions. So much to do and so little time to do it. How do you know where to focus? In this second article in our Crane Venture Partners GTM Foundations series for early stage founders, my amazing colleague Rav Dhaliwal and I discuss the 4 steps for managing your inbound leads to maximise meaningful revenue. Link in the comments. And don't worry if you don't currently have much inbound. Our next article will cover building your initial outbound motion as well!

If you are a seed stage founder struggling to work out how best to prioritise your limited time and resources when it comes to inbound leads, here are some handy tips from my colleagues Rav Dhaliwal and Ben Wright