Welcome back! This is the first installment of Skaled’s series “Sales for Scalable Startups”, where they break down how they helped individual startups with sales and business development. If you missed their introduction on the importance of developing a sales process, read here.
ShareholderApp understands today’s need for mobile communication.
For public companies across global equity markets, sharing valuable news with shareholders and other key stakeholder groups can be an uphill battle in such a saturated media landscape. It has become the expectation that every company develop a mobile outlet for connecting with the public, but this new requirement often to leads to uninspired and inefficient attempts that fail to reach the right people.
In response, ShareholderApp has developed a product that enables public companies to be in constant contact with their audience through a mobile app with powerful notification capabilities. They hope that this product will help companies manage their presence in the mobile space.
Mobile usage is exploding – making this product a valuable asset to companies who need to go in that direction – as is the proliferation of available applications.
ShareholderApp was developed to connect with investors and shareholders through handheld notifications. Their app is customized for each company with a branded user experience and an efficient delivery system of undiluted information.
It’s a clear value proposition, but they needed to develop a sales strategy to complement its early mover advantage in this niche space. It is of utmost importance that the value of the product is effectively communicated to thousands of public companies throughout the world…
Prior to the launch of its product, the owners of ShareholderApp’s business, Chris and Alex Muldoon, began working with us. We offered consulting and implementation of sales and business processes, and over a water cooler conversation, our two companies connected over ShareholderApp’s need for a strategy. They had the product and the market fit – and they were eager to come up with a sales process they could run with upon launch.
We set up a sales strategy workshop for Chris and Alex to introduce the systems, processes, and best practices for reaching their potential prospects.
After completing training on sales and CRM systems, we worked on talk track for cold calling and lessons on how to construct a sales meeting with prospects.
With a process outlined and tailored to meet ShareholderApp’s product and market fit, we had Chris and Alex shadow our sales calls to understand the cold calling process. Once they were comfortable and familiar with the common objections, the two started their own cold call outreach.
“Previously we would try to contact a potential client 2 or 3 times before conceding that they did not want to speak to us,” says Chris. “However, Skaled showed us the real benefit in persistence – the science behind selling shows a real spike in success once you start hitting seven or eight points of contact.”
Sales used to be a foreign territory to Chris and Alex, but once they received a laid out process, demonstration, and feedback, they were able to implement and execute a sales strategy into their business plan. Sales became a simple process, once the approach was clearly defined.
“Selling a product requires some science,” says Chris on the biggest takeaway from their sales strategy workshop. “Good product knowledge, and even a good product doesn’t automatically translate into strong sales.”
ShareholderApp claims a useful innovation in the sphere of mobile applications. Now that their unique product is matched with a tailored sales process that can be scaled alongside future growth, they’re confident about their upcoming launch.
If you’re interested in finding out how Skaled can help your startup with sales and business development, visit our website or contact Jake Dunlap at Jake.Dunlap@Skaled.com, and stay tuned for next week’s installment of “Sales for Scalable Startups”!