Meet – Mentoring Jorge Araluce & Dms-logistics notes
Summary | Monday, April 3rd @ 12:49 PM
- The meeting is focused on working on the sales strategy and implementing an actionable sales operating system for DMS Logistics.
- Jorge has extensive experience in sales and marketing, including working with multinational companies and startups, and has developed a sales operating system that is actionable and can be used for creating messaging, websites, and sales speech.
- It is important to have a structured approach to sales and go-to-market strategies, even for startups with limited resources. This involves defining processes and creating a call to market for specific products or features.
- Startups may need to adapt their products and go-to-market strategies based on customer needs and feedback, which may require different target segments and features. It is important to be flexible and open to these changes while still maintaining a structured approach.
- The importance of validating different combinations and creating a structural approach to solve problems in a startup. This can be achieved by using tools like Notion to connect different aspects of the business, such as products, value propositions, and customers.
- They need to develop a standardized product for software as a service, but also be open to customization for enterprise customers. It is important to build trust and open a relationship with customers, even if they have specific needs and requirements.
- Xavier's customers are container ports, specifically the operation and IT managers. However, not all ports are potential customers as some may be too small or not interested in optimizing with artificial intelligence.
- There is a qualification process to filter out potential customers and once qualified, a pre-packaged, self-serving solution that is remotely feasible may be offered. However, the implementation process requires a project manager and the IT team's cooperation to send data.
- The importance of building trust and relationships with potential customers, especially in the early stages of a startup. This can be done by being generous with knowledge and resources, and focusing on building a rapport rather than immediately trying to make a sale.
- The need to have a clear understanding of the target market and potential customers, as well as their organizational structure and decision-making processes. This can help inform sales strategies and identify the most effective entry points for engaging with potential customers.
- The importance of finding the right entry point for a startup, such as through an innovation department, and the need to be mindful of contractual obligations when discussing customer references.
- The challenges of selling a pilot project with real data and the need to find a way to make customers understand the cost implications and commit to funding the pilot before starting work on the data.
- One of the biggest challenges in sales for Xavier is getting the first meeting with potential customers. Cold emailing and cold calling are not effective, and it's difficult to get contact information for specific individuals. Building a network and warm introductions are more effective ways to get in touch with potential customers.
- To be successful in sales, it's important to be specific and relevant to the customer's needs. Sharing content and giving before asking can help build awareness and eventually lead to a meeting. It's also important to understand the customer's drivers and impacts and work on an action plan to address their problems and provide value.
- The importance of merging strategy with execution in a startup. It is not enough to just have a strategy, it must be put into action and constantly adapted to be effective.
- The focus on helping customers solve their problems rather than just selling a product or service. This mindset should guide all sales activities and lead to better conversions and business growth.
- The importance of being relevant to customers: The main focus of the conversation is on how to improve the most important metric that matters, which is being relevant to customers. The plan discussed involves creating segmented landing pages, messaging for different buyer personas, and conversion playbooks to guide the sales process.
- Use of artificial intelligence: The conversation also touches upon the use of artificial intelligence in creating personalized messaging and building websites. The speaker mentions that the workspace they will be using has AI embedded in it, which can help in creating effective messaging and landing pages.
https://tldv.io/app/meetings/642a95ad9484c60013bce92a/
tl;dv: Mentoring Jorge Araluce & Dms-logistics
06:15 Sales strategy tools
06:39 intro
11:36 team
14:06 valencia use case
17:39 1st product SaaS
37:48 Customers
39:19 market
42:21 Project manager inhouse
01:01:45 typical project
01:10:00 Sales chellenge / getting the meeting
01:46:55 next meeting Tuesday