141: Product Sales Process for Hardware Startups

Scott Brogan is the founder of Company Expert, a sales process consultancy that has worked with over 100 emerging brands. He has spent over 30 years in sales, including working for 7 Fortune500 companies in sales capacities. Today Scott is going to share some valuable knowledge on how inventors, startups, and small manufacturers can start to build a process around identifying partner companies to sell to, preparing how to give your pitch, and how to improve your sales process over time to rinse and repeat.Today you will hear us talk about:
How do you start selling a first product to 
A system and a process for sales
Sales is solving problems for your end-customer
Leveraged sales partner play
Start with a goal
Figure out who specifically you want to call, then how to position yourself to that buyer.
Write down your sales process and strategy
Competitors are, distribution, strengths, weaknesses, threats
Who within a prospective buyer company should you be calling
What are the buyer’s pain points and opportunities
7 people are usually involved in a purchasing process
The multiple stages of competency in sales
Start the sales process by learning at the beginning
Feedback loop in sales.
Always write down objections that are asked, and how you respond.
Enthusiasm is powerful and can help you overcome mistakes as a new seller
Have the personal story of why you made this product ready
Bringing the science into sales.
The sales industry is not mature, there are lots of improvements you can capitalize on.
EPISODE LINKSScott Brogan / Company Expert Links:

Website: https://companyexpert.com/


Tools: https://companyexpert.com/product-sales/


LinkedIn: https://www.linkedin.com/in/scottpbrogan/

The Product Startup Podcast Links:

Website: https://www.ProductStartup.com/


Instagram: https://www.instagram.com/ProductStartup/


LinkedIn: https://www.linkedin.com/company/ProductStartup/


Facebook Page: https://www.facebook.com/ProductStartup/


Facebook Group: https://www.facebook.com/groups/ProductStartup/


Pinterest: https://www.pinterest.com/ProductStartup/


Twitter: https://twitter.com/ProductStartup


YouTube: https://www.youtube.com/MakoInvent

Mako Design Links:

Website: https://www.makodesign.com/


YouTube: https://www.youtube.com/MakoInvent


Instagram: https://www.instagram.com/MakoInvent/


LinkedIn: https://www.linkedin.com/company/MakoDesign/


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