• Less Selling,

    More Sales

    Sales training for innovators

    launching new businesses, products or markets

    that positively impact the world.

  • ALTHOUGH INNOVATION DOES NOT SELL ITSELF

     

    INNOVATORS SHOULD NOT SELL THEMSELVES SHORT

     

    Bridge the gap between innovation and sales with a lean sales method - composed of simple sales process, habit and mindset designed for innovators first and foremost.

  • Success Stories

    More coming soon!...

    Was new to sales, now is highest ranked sales professional on 30 person team.

    Formerly a teacher and recent grad ...

    Sabrina had no sales experience when she left teaching to impact schools through selling adaptive EdTech. Initially she experienced a negative feedback loop with calls. After initial training, that loop become positive and lead to great results.

    Impacted every interaction with small nuances, which makes selling actually enjoyable.

    Learned how to authentically sell.

    Impacts every interaction, plan for the day and resulted in being number 1 on team and actually enjoying selling!

  • Sales is a search for suffering you uniquely end with your value proposition.

    Efficiently apply what you do best as an innovator to remove obstacles standing between you and your endeavor's massive positive impact.

  • Work with us to maximize your existing team's skills and knowledge to establish a repeatable sales model.

    Attract world class sales professionals who know how to take a proven repeatable sales model and scale it. Know how to keep them accountable and mentor them on a lean approach to winning at sales.

  • Roles We Play

    We work with founders and founding teams in three ways to fit stage and needs:

    Mentor

    Short term guidance through one-on-one coffee sessions and incubator programs with a "mentor-forward" philosophy (e.g., Founders Institute, Gateway)

    Adviser

    Long term guidance as advisory board members in exchange for advisory board equity (e.g., SilverTailSystems/EMC, Evolute)

    Coach

    High impact one-one-on sessions with founder/leaders and one-on-few trainings with founding team for a monthly retainer (e.g., Unitive)

  • About

    Lean Sales brings together sales, engineering, and product experience acquired over a decade of new business launches. Our network of domain experts and sales professionals help us tailor services to your particular needs. In addition our skilled partner network can create sale and marketing collateral to elegantly and effectively promote your product and brand.

    Walter Roth

    Founder

    Drove the initial sales and sales process ramp up for multiple startups across technology, media and service providers. Personally raised over $4M in funding for his own startups, been an EIR at a Silicon Valley venture fund and advises other companies how to scale sale and raise capital.

  • How It Works

    Our approach is to leverage the brains, guts and drive of the founding team.

    We prefer to leverage small amounts of our time towards the greatest positive impact driven by existing resources and team members and their real-time deal scenarios.

     

    Think of us as part Sales Mentor part Fractional VP of Sales.

    We help you apply your founder, engineer and product development focused talents towards founding repeatable sales model that will attract the world's best proven sales team.

     

    Every team, situation and stage is different. 

    These LeanSalesTraining.com components* are uniquely applied to your endeavor to help you remove or navigate obstacles while you establish your own repeatable sales model.

     

    * many originate from master Founding Sales Pro Steve Browne

    (see his "Innovator's Traction" blog and free ebook for more detailed)

    Sales is a Search

    Establish the key mindset to turn sales from "selling" into a "Search" for the suffering you uniquely end.

    3W's

    Determine who your target market is with these three questions:

    1) Why buy Anything

    2) Why buy from Us

    3) Why buy Now

    Simple Qualification Checklist

    Apply the simple framework to dig for unique suffering to quickly qualify prospects (Suffering, Commitment and Path).

    10-Steps

    Institutionalize a 10-steps process used to forecast pipeline and to prioritize precious sales and technical resources.

    Daily Pipeline Mgmt.

    Establish the daily habit of starting the day focusing your sales efforts with a disciplined pipeline management system.

    CRM

    Apply sales process and metrics to any off the shelf CRM system or online spreadsheet.

    Worth Y(our) Time

    Mindset, Process, and Phrases to manage buy-in and quickly establish credibility with prospects for structuring every moment and meeting to make the best use of everyone's time.

    Founder Awareness

    Self-awareness and self-management practices to let go of personal needs that will never be met by selling, and that ultimately get in the way of your massive positive impact to the world, while learning how to identify and manage through or around triggers commonly encountered in sales and innovation.

    Founder Sales

    Understand the difference of Sales and Founder Sales, common pitfalls during Founder Sales and your role as founder or innovator at different stages of your new company's, products's and/or market's development.

    Open Meetings with the Close in Mind

    Train how to manage sales meetings to shorten sales cycles and make the best use of everyone's time in a refreshingly straight forward and appreciated way where you delegate the close to the prospect.

    Close Mind and Mouth to Open Hearts

    Learn to gain credibility by giving the "sales hat" to the prospect, closing your mind (and mouth) in a way that encourage hearts to open revealing true suffering that you uniquely can end for making your prospect a hero.

    MVPitch

    Create the least amount of statements and questions you need to say to get a prospect emotionally engaged enough to open up about their unique suffering.

    Pilot Close

    Accelerate learning, commitment and revenue with pilots early on saving precious runway selling to the right prospects in the right way at the right time.

    MVPain Hypotheses

    Create your MVPain then validate the type of suffering that drives prospects to actually buy.

    "Just in Time" Techniques

    Once a lean sales process is setup, learn new skills and techniques based on Pipeline calls and what's needed to either disqualify an opportunity faster or to simplify and shorten the sales cycle for specific deals.

    Metrics

    Establish what it takes to move opportunities through the pipeline for sales planning and refinement.

    Marketing Experiments

    List all potential channels and setup quick inexpensive tests to narrow in on how you most efficiently and effectively reach your target customers.

    Channels

    Explore possible channels and what "proof" and support you need to invest in order to make those channels productive.

    Scripts

    Document "winning" email, call and demo scripts.

    Team

    Determine type of reps, experience and comp structure that fit your needs; and how to manage them as CEO.

    Recruit

    Source, Interview, Recruit based on your repeatable sales model.

  • A few quotes from clients:

    (references upon request)

    Stellar Results

    "LeanSales helped us carve out a new niche in reputation strategy consulting services to Chief Branding Officers and Chief Communications Officers at Fortune 500 corporations. Walter setup the lean sales process, mentored on the validation of the service-as-a-subscription model and trained on calling scripts. After the 1-day pipeline setup and training bootcamp, a few short calls or emails a month with Walter helped remove blind spots and empowered me to close multiple fortune 50 clients who have been repeat clients for the past two years."

     

    Founder & Principal Advisor at STELLARESULTS

    A San Francisco based reputation management firm

    Enforma

    (United Technologies)

    "I had dropped out of college to raise venture capital and most recently had earned my MBA ... when I took on the the role at a services company responsible for introducing a new SaaS product I quickly understood nothing had prepared me for running sales.

     

    Walter setup a lean sales process which empowered me to build a pipeline, convert pilot projects into key enterprise accounts (e.g., GE and Kaiser), and obtained clear customer validation (e.g., pricing, value prop, targets)...which proved critical during negotiations when our company was acquired by a large public company."

     

    Craig Fulghum

    Director of Marketing & Sales

    A service company that spun out a SaaS product for the energy market.

    East Agile

    "I've learnt to better manage my sales team, and they have become better at organizing themselves.

    My only regret is that we didn't have this process in place years ago."

     

    Lawrence Sinclair
    Founder + CEO

    Web and mobile development on the cloud for elite new technology companies. (e.g., Twitter, Indiegogo, Engine Yard).

  • Contact Us

    With a validated repeatable sales model you will attract top talent sales professionals to scale your sales. Contact us to explore if the only thing between you and scaling sales is lean sales process.

  • OUR BLOG

     

    We'll be adding links to resources here for current and prospective clients.

    January 9, 2017 · lean sales training,mentoring,value of mentoring
    ...
    January 8, 2017 · lean sales training,Intro Talk,Slides
    ...
    November 30, 2016 · lean sales training,pipeline management,Prospecting Template
    ...
    February 8, 2016
    ...
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