#startupshow

[rahul-tiwary]

The country’s IT trade body is working on a plan to get select US universities to work with Indian startups and help bridge the gap in technology research. And that, according to Nasscom, may soon see the cream of US universities tying up with Indian tech startups to work on cutting-edge research programmes. Nasscom didn’t identify which universities would be approached. . . . Like ❤️ Save 🔐 Share ⬆️ and Comment 💌 . . . Do let me know what do you think in the comments below . Follow ➡️@techpix96 Follow ➡️@techpix96 Follow ➡️@techpix96 . . . #nasscom #itindustry #india #it #indianstartups #indianstartupnews #startupnewsindia #startupindiaclub #startupindia #nasscomfutureskills #universitystudent #startupculture #indiastartup #indiastartups #startupecosystem #startupshow #startupbangalore #startupfounders #startupday #startupnewsfyi #startupquote #startupidea #startupoffice #techpix #technews #startupacademy #startupsindia #startupdelhi #startupfest #startuphelp (at New Delhi, India) https://www.instagram.com/p/CQoTWZjjhC9/?utm_medium=tumblr

[swaatmabuyz]

The reduction of premiums will be applicable till 31 December, 2021 The Maharashtra government earlier slashed the stamp duty charges to boost real estate sector hit by coronavirus pandemic "The reduction in premiums would help the Mumbai market as the city collected as many as 22 premiums under various heads, which is higher than other top cities. In the current economic scenario, the step would ease the burden and soften the prices resulting in more sales in the coming months," Mani Rangarajan, Group COO, Housing.com, Makaan.com and Proptiger.com said. High premium puts a financial burden on developers leading to higher costs for the homebuyers. The reduction in premium cost will help softened prices and renewed buyers' interest, said experts. The concession will be considered for premium rates whichever is higher, 1 April 2020, or the current annual market price table. Repost @b2b_ind. #b2b #business2business #b2bind #businessnews #microsoft #startupnews #californian #dailymarketupdate #indianentrepreneur #digitalindia #startupshow #jeffbezos #businessindia #personalityfacts #skillindia #startupindia #billgatesquotes #billgates #indianstartups #marketnews #amazon #millionairemindset #indianstartups #flipkart #walmart #amazonindia #instagram #mukeshambani #adani #godrej #mahindra (at Maharashtra) https://www.instagram.com/p/CJ0u9VGgkFd/?igshid=46vc3wi7p4za

[suffyi-blog]

Всем доброго дня, друзья! Наш старик BTC сходил до отметки 10.078$, и вернулся в спокойные воды рынка.) А пока, перед нами разыгрывается интересный эксперимент, результатом которого будет появление новых сортов вина, возможно Space Bordo, или Galaxy white!.) Целью Space Cargo Unlimited является проведение биологических исследований в условиях микрогравитации околоземной орбиты. Уже в следующем году при помощи ракет Blue Origin и SpaceX они планируют отправить в космос дюжину бутылок вина, для получения уникального сорта этого напитка. Ученые хотят понять, как на жидкость влияет микрогравитация и космическая радиация. При этом эксперимент начинается уже в этом году, и первая партия бутылок улетит на Международную космическую станцию на ракете, построенной Northrop Grumman. Мы предполагаем, что хранение этих образцов на МКС в течение некоторого времени в условиях космоса сможет оказать положительное воздействие на бактерии, — отмечает профессор Филипп Дарриет, научный руководитель миссии и директор Института винных исследований университета Бордо, который займется анализом вина после возвращения его на Землю. Исследования свойств вина, на самом деле, имеют довольно интересный исторический подтекст. Основатель компании Space Cargo Unlimited Николас Гаум упоминает историю Луи Пастера. Отец микробиологии сделал важные открытия, потому что Наполеон III был обеспокоен французским экспортом вина и попросил его выяснить, как улучшить его свойства. Пастер разработал метод нагрева напитка для уничтожения бактерий после его ферментации. Этот метод сегодня мы знаем под названием «пастеризация». Как известно, микроорганизмы способствуют ароматизации вин по мере их старения с течением времени. В своем эксперименте Space Cargo Unlimited надеется понять, чем отличается процесс дозревания вина в космосе по сравнению с тем же образцом, оставшимся на земле. Первая партия вина будет исследована учеными, а вторая, которая будет запущена в следующем году, уже распродана частным кол��екционерам. #blockchain #bitcoin #etherium #spaseX #blueorigin #SpaceCargoUnlimited #NorthropGrumman #startupshow #bordo #whitewine #redwine #luipaster #cryptocurrency #CryptoFamily (at The 12 Wine Bar) https://www.instagram.com/p/B8bBmQvIVdo/?igshid=8ekf1klasxt2

[procast-1-blog]

Stay tuned for more motivation Follow @procast___ Follow.@procast___ Follow @procast #DidYouKnow #dailymarketupdate #startupshow #startupindia #startupnews #businessnews #businessindia #indianentrepreneur #indianstartups #skillindia #digitalindia #marketnews #jeffbezos #amazonindia #amazon #usa🇺🇸 #california #billionaires #entrepreneurs #entrepreneurlife #netflixindia (at San Antonio, Texas) https://www.instagram.com/p/B4kKQeglzCY/?igshid=1o64gxz5jr90

[danilyantstech]

🎯Это супер, когда много приятных и известных людей собирается в одном месте, тогда мероприятие обычно проходит очень интересно. . 🥁На StartUp Show в ЦДМ было именно так. Добротные ;) инвесторы и широколобые ;) эксперты оценивали стартапы, уже успешные проекты показали пути своего роста. В топ проектов выбились протеиновое 3D печенье, Inspector Cloud, Aviar R67, беговой тренажер с VR, фермерские истории и др. Понравился - железный "Зов" Андрея Ковалёва @andreykovalev_rus, а также тонкая ирония Темура Шакая @timur_shakaia. Мероприятие состоялось, правда в это раз не было полного зала, как обычно. Видимо дачники стартаперы еще не все вернулись в Москву. . #StartupShow #СтартапШоу #стартапы #технологии #инвесторы #бизнесмены #предприниматель #АндрейКовалев #ТемурШакая #ЦДМ #москва #россия #danilyants #АлександрДанильянц @ Цифровое Деловое Пространство #Данильянцмедиа #продакшн #Иваналехин (at Цифровое Деловое Пространство) https://www.instagram.com/p/B4IhK10ovZW/?igshid=1sl3diglsy95m

[lead-angels]

India is a country of contrasts and contradictions. Space age applications and blind faith in astrology both co-exist in our country sometimes even at the same place. The co-existence of the hand-drawn rickshaw with the Mars Mission, clay pots with nano metals & electronic voting with bonded labour, give a whole new meaning to the word—diversity

[siliconvalleysuccesses]

✔Sales Talk 101, What your start-up needs to know Ep12

Versatile business development representative with ten years of experience managing books of businesswithin different industries and verticals selling B2B services to enterprises of all sizes.

Shawn Flynn 0:16

Welcome to Silicon Valley successes. I'm your host, Sean Flynn. I've worked with incubators, accelerators, angels, VCs over the years and I've been excited about helping the startup ecosystem and doing this this TV show here and on today we have an amazing guest we have wit Hallett who is a sales consultant that works with companies at all stages and we're going to find out a lot of tips and tricks and knowledge that will help startups at home for sales and marketing so with that let's start the show

Unknown 1:07

so welcome

Shawn Flynn 1:07

back to Silicon Valley success is now with Can you please give an introduction a little bit about yourself?

Whit Howland 1:13

Sure. Of course my name is what Howland I have been selling in the greater bay area for about three and a half years and in sales for the bulk of my career. And I've recently joined up with an accelerator selling accelerators, French tech hub, okay, out of out of the dog batch witches and city selling for different startups that are primarily French by origins trying to enter the US marketplace. So they could be a startup, it could be anything from data analytics platform to cyber security, to act to, you know,

some type of IoT device so the the products that I'm selling or representing can range and the nature of them but they're all the companies are looking for

quote unquote, US market share. So they're all trying to gain a foothold somehow in the US marketplace. And that's what I assist them in doing.

Shawn Flynn 2:08

So you help these French companies, these early stage startups that want to enter the US market, you help them with their sales here, make introductions, that right

Whit Howland 2:18

in a way, yeah, so I am a sales consultant. So I maybe make introductions is, I would say, I wouldn't necessarily say make introductions, as much as I would say, try to gain the market share. So it could be the end customer that I sell the product to,

it could also be some type of partnership or co distributor ship deal that would in in essence, distribute the product, but it wouldn't necessarily be the end user that would be buying from me. So it's whatever strategic decisions strategic sales decisions are made from the owners and in Paris or in France and how they're entering the US. It should be noted that I'm not only a sales console, I'm a sales consultant for

French tech hub. But I also do sales on my own. So I represent companies outside of French companies trying to sell in the US.

Shawn Flynn 3:09

Great, so I guess let's start with French tech hub, or just companies from France coming to the US and then talked about Kennedy's here. So how do you talk to them about sales strategy? And what's their initial idea of entering the market? And how do you kind of work with them to give them more of a realistic idea of how to go about things in the pipeline, and the sales channels, all that stuff,

Whit Howland 3:34

the first thing I try to keep in mind always is time, I need them to be realistic. quite frequently, I'll say I create sales leads the objective of sales factory is to get sales leads, right?

Quite often, I think I have them in my front pockets. Okay, I don't, I'll tell you the first one to admit I do not, if if you show up tomorrow, and ask them ask me for those leads, I don't know exactly where I'm going to get them, I'm going to try to source them different ways. But I don't just because you showed up, it doesn't mean I know where to go. So that's the first thing I would say is time, you got to be very realistic with what is appropriate, and what's inappropriate in terms of that. And, and the second thing I would say is be concise, Be as specific as you possibly can for what it is that you're going for. If you want

any business, in any market, in any industry, that's going to be a lot more difficult if I have my first statement is time is your is the first thing you understand. And you want any business at all, it's going to take a lot more time to get any business at all. But if you can specifically say, I need a certain market segment out of I need five of these 100 companies, or I want these top 25 companies, these are the guys that I'm going for, then it becomes much, much easier for me to isolate and figure out who I need to contact at those companies, how I can network into those companies, how I can cold call those companies, for example. So those would be the two things I would say Initially, I run into time and then being as concise as you possibly can.

Shawn Flynn 5:09

Well, tell me about time, I guess, what are the steps that might take time? And how long would they take.

Whit Howland 5:16

So what's going to take the most amount of time is understanding what your value proposition is, to the US market, what who it is you're going to sell the product to and where you're going to sell it. So what market or what industry what sector

quite frequently, sales in Europe is different than sales in the United States, elsewhere in the world, that many people quite often want to know everything that the company does, and they want to know A to Z, right, they want to fully vet the startup, or they want to fully vet the technology before they do anything at all here in the US, it's a different sales cycle. If I come to you, as a salesman, I am very quickly trying to identify what your need is, and that's what I'm going to sell to, right, this is my product, and it's going to solve this need that you have. And therefore we have a what I would call attention and we have a buying motive

that I think is one thing that's a big difference sales in the US versus sales elsewhere in the world. And so coming here, you do need to understand that mentality. But you also more than anything, need to understand the mentality that, you know, there will be a market capability and there will be

the need to know that you are going to enter the market in the appropriate way. So you need to enter you. So going after the the the appropriate customers,

Shawn Flynn 6:39

okay, so a startup came to you and said, this is our product, we want to get connections to these companies. And you looked at it and said, realistically, no, you should go to these companies? Or how would you talk to them to actually give more of a realistic or more guidance from years experience here that they might not have?

Whit Howland 7:00

Sure. So I would say a lot of it has to do with strategy and and coming up with before you go out contacting potential customers before you go selling to those customers coming up with a strategy for who's the right market who's the right customer fit. So quite frequently, that and that does happen, they'll often say, I'm ready to go into sales. And I go, and you go back through the list, and they have no sales support documentation, or they have no ability to deliver the sale if you were to make the sale, right? If I were to pass you a lead, and then the worst thing a salesman can get if I pass you the lead is, oh, well, I can't deliver that sale for another three months.

Do you know what kind of work just went in for me to get that lead for you how much how much effort that is, that's a lot of time and blood, sweat and tears. And nonetheless, My blood, sweat and tears. And so not having the sale that not having the support to deliver the sales. Something else that I look for, I looked very closely at it, will the company be able to deliver the product and service that they say that they have. And it's quite oftentimes it's not by no fault of their own. These are startups. So what you're looking for when you sell for a startup is maybe a little bit more mature of a company maybe a Series B or series C, as opposed to a seed round and a company that's the seed or series a what if a seed company or an A round company comes to you and says, Listen, our MVP is now ready. We want to go to market what's your advice there?

Can I see the MVP?

First step is what information you say you say I'm ready to go to market. So So what makes you think you're ready to go to market and walk me through that step through that sales process? One of the great thing is one of the one idea that I have is quite often to do a role play with me. So if I were going to buy that product and I were to sit in that sales meeting, how would you sell it to me? How would you position the product and just just be me like you and me talking right now sell it to me as you would anybody else and see how well the sales pitches and whether or not you maybe have some of the appropriate documentation in that role play what I'll ask for I'll ask for maybe a use case or I'll ask for white papers which is sometimes maybe not lacking but sometimes it could be better so to speak.

Shawn Flynn 9:24

So the documentation would you recommend the founder do it on his own or would you recommend them finding professionals, copywriters or that to work with or how would you recommend them creating these documents the sales sheets

Whit Howland 9:38

I think acculturation what they call is acculturation. So what one word means in France doesn't in French doesn't necessarily mean the same and direct translation to English.

Or there's a certain way of interpreting a phrase or a common saying over in France, as opposed to how it would be said here. I don't necessarily know that copyright is now necessary all the way you don't necessarily need to go get a lawyer who can be pretty expensive to copyright something, but certainly taking the advice from somebody who is a native speaker of the language I would recommend

saying if I said to a Frenchman a bird in the hand is worth two in the bush they would say what or if I said hey close only accounts with horseshoes and hand grenades. I said if I just nonchalantly today, horseshoes, and hand grenades and you know what I meant. Right, because closing accounts they would have no clue was in that language in that culture that those means those are there's a different way to say that right. So that's that's acculturation I think there's a big difference between translation and making sure you get it culturally correct.

Shawn Flynn 10:38

Okay, now, let's go for a start up here in the US that you're working with, short low from Silicon Valley we're trying to work with they come to you they don't have any sales material yet, how would you go about coaching them on getting that

Whit Howland 10:50

that that's almost where there would be a

tougher a breaking point is where I wouldn't necessarily sell for them right away. As much as I would say, this is the type of insurance that I would like to see before I sell that would be kind of a red flag for me, if you don't have white papers, if you don't have if you don't want

Shawn Flynn 11:08

my markers wondered, for people out there,

Whit Howland 11:10

a white paper is a something that you might pick up at a trade show just a one page PDF, right up on whatever the product or services that you can easily hand and if I were to read through it, it would give me a good I would have a good understanding of what the product is or services that you're attempting. So

Shawn Flynn 11:29

tell me about sales cycles.

Whit Howland 11:32

Sure, sales cycles are one of the critical parts of a sales process. It's understanding how long it's going to take you from day one conversation, one to finishing the sale to completing the delivery of the product.

sales cycles are maybe one of the things that are very well and misunderstood in the world of sales. quite frequently, somebody will say, I have a three week sales cycle and react, they just really wish they had a

reality. They've got a six month sales, I think that's what you have. So that's essentially by definition, what a sales cycle is. And then they are critical to the process.

Shawn Flynn 12:12

Okay, could you break down a sale cycle.

Whit Howland 12:16

So a sale cycle is going to essentially be a start to finish aware what it takes to initiate a conversation, and to close a sale. So if I were selling a product that require me to meet somebody face to face, my sales cycle, maybe, let's call it two months. So I would make my initial phone call, I would set up an appointment within the first two weeks of MONTH one, I would try to get some type of buying at the first meeting of why they wanted the product or what their motivating factor may be to buy the product and other words, What's the need that they're going to meet.

And from there, there would be a quote process. So you've probably by the end of month one, maybe send a quote, welcome back and give you some feedback on the quote towards the middle of month to you should be ready to send a final quote, or send a final proposal. And in a two month sales cycle, maybe through the course of three or four meetings and two quotes, you have a standard sale, that's basically what a sales cycle is.

Shawn Flynn 13:20

Okay? And then what's kind of your view. So there's two startup founders from maybe a team of three engineers, they're creating a product now they have to actually start making revenue, one of them goes, Okay, I'll start doing sales for the team. What would your advice be, if that group came to you? And they had no experience in sales before, no experience of sales, but they all have masters and PhDs. Oh,

Whit Howland 13:43

even better friends, family and LinkedIn profiles. The first place I start, who do you see? What you want to look for? Is know like, and trust. That's the answer you're trying to. That's what you're trying to get to. Who do I who knows me? Who likes me? who trusts me? Okay, start there. You can start with who knows like and trust the people they might not buy your product, but at least the listen to your sales pitch. Because they know they like and they trust you. If you have no experience in sales, and you're a bunch of PhDs and engineers you're going to butcher you're gonna you're gonna butcher the sales pitch quite frequently early on. So you really want to do it with people that won't call you out on it that won't force you to get to the end of the sale quickly will actually listen to the sales pitch.

Shawn Flynn 14:26

Great. So earlier on Silicon Valley successes I think was episode four we had doors Pickering with Silicon Valley speaks that gave a lot of tips on honing your your sales pitch. So if you want to watch that episode, please visit Silicon Valley successes.com. Once again, that's Silicon Valley successes. com for more information. And also visit our Facebook and check us out on LinkedIn. Now, let's get back to whit, whit please tell us a little bit more about maybe a founder, they have a team they've raised some funding, they want to hire a sales person, what attributes or qualities should they look for in hiring that person? What should they expect from him or her

Unknown 15:08

dog in a specific industry that this will say

Shawn Flynn 15:13

it's an IoT IoT company, IoT device of some sort, okay,

Whit Howland 15:19

so the attributes of somebody that you're looking for in sales,

it can vary if there are technical expert, if there is there's a need for that technical expertise of some type within the IoT world, you might be looking for somebody with a little bit more experience, and maybe not as not as much cold calling. For example, if you're looking to hire one person, I would say almost 100% of the time, if I'm going to hire a sales person, I'm looking for the person itself, who was going out and representing the product sales is one of those things that I can't, you know, if I'm your boss, I'm not going to show up in your bed and wake you up in the morning. You got to get up and you got to do it yourself. And it's it is unforgiving. I know many people think sales is an easy thing, or, oh, salesmen aren't that bright or they're not. You know, they're only there only reiterating a regurgitating whatever it is. The company told them to say, and I die I'm a sales I disagree, of course, but might be right. But what I do think is that because they have that mentality, because they have that genre about that reputation. Quite often people think, well, you can just get any salesmen out there that are a dime a dozen. So I would go for somebody with a little bit if I'm a startup of three selling in an IoT world

probably somebody that has a little bit of experience in sales but for the most part has the tenacity to go out there and actually build a book of business actually build a group of clients that will buy this product because that knitting nitty gritty Enos that you know, you call it the stick to witness that common the phrase and sales is very, very difficult to find it is a tough commodity, fine.

Shawn Flynn 17:03

Okay. Now, how should a startup founder that doesn't really know much about sales kind of measure the progress of their sales person, like, for example, I was eavesdropping in a conversation earlier about one startup that had a sales representative, and then just fired that person. I didn't hear the whole conversation. Yeah, but I think you heard so I was

Whit Howland 17:25

in I was in the conversation. Yeah?

Shawn Flynn 17:26

Could you tell a little bit about that without giving any names without see main from your opinion?

Whit Howland 17:33

Yeah, so the story to catch the viewers up is basically a founder of a company fired a salesperson that they had that was making appointments for them,

I don't have all the details from my perspective they were making, they were scheduling an appointment a day, based off the time and the numbers that I was shown, I broke it down to meaning that they in a one month period, they worked for 14 days, and they scheduled 13 appointments in my if you were going to do that, depending on what you're scheduling an appointment for? I'd say that's pretty good.

And I'd say I would be very happy if I was the founder getting 13 appointments in a one month period. And the other question that I would kind of ask the founders, exactly how many appointments were you hoping to get out of this

appointment setting is and very unforgiving thing to do. You sit at a phone all day, and you sit there and you smile and you dial dialing for dollars, it was another way to put it I and so what I heard in that story is the founder was the apparently the founder said it seemed like they were wasting time it seemed like from the clock and the amount of time that they were on the phone versus not on the phone. There was a lot of 30 minute windows gaps where they were unable to see what the appointment setter was doing.

I've been on that phone before I know what it means to sit that chair.

I would say that's an overreaction by the founder. If you have somebody who's producing sales or producing your leads, and you have no other viable option to get those sales or to get those leads, I think very carefully about letting somebody go, who's actually producing numbers.

Shawn Flynn 19:20

Okay, so that's very interesting that appointments are kind of a key indicator of performance.

Another thing I'd like to talk about the marketing and sales team, how they interact, could you talk about that for early stage companies, because early stage company, the salesperson might also be the marketer might also be biz dev might be all these roles. Right? Right. Right. Right. Right. How do they balance their time, what type of

Whit Howland 19:46

what are you what we what you want to see from marketing, from a sales perspective, our leads that are qualified, that's already by qualified leads, it has to be some lead that makes a difference, somebody that will listen to the sales pitch, or somebody that will take the appointment. And as actually considered the product, there are plenty of marketing arms of company of marketing the arm of a marketing marketing arm of a company. Well, I appreciate that there are plenty of marketing arms that will deliver junk leads. And that's the most frustrating type of lead to go on. If you're a salesman, because you show up and you're expecting to sell a $50,000 data analytics product to a pet food mom and pop pet food store. It's like, where does lead come from? Who gave me this? I just drove an hour for this thing. So that's one of the areas where marketing and sales kind of meetup within a startup, but I would say is qualified leads, we want to make sure that the leads that you're bringing in the door, however it is, you're getting them LinkedIn advertisements, Google advertisements, they qualify,

Shawn Flynn 20:49

okay, what type of feedback? Should the sales team give the marketing team? If there's now two people say that the company's is big

Whit Howland 20:55

enough to have a

Shawn Flynn 20:56

few people? What type of information should they giving communication back and forth to actually help each other do more in their their

Whit Howland 21:04

what they want to talk about is why they're buying or why the say what the sales people believe, is the buying mode of and other words, What's the need for the marketing lead that I sent you, if I sent you a marketing leading their salesmen want you to come back and say, this was not a good lead? Because it didn't have this XYZ need? What is it that you're selling to? What are you selling for? And are you able to meet that within the marketing within the marketing arm? So are you identifying the people who are going to buy for the motives and the reasons that you think that they're going to buy for?

Shawn Flynn 21:37

Okay, how do you first discovered these reasons or mode is for them by and if you haven't sold any products, yet, you're developing your product value

Whit Howland 21:44

proposition to the market of course, what's your company what your product, your service do better? Different, we're not different, are not better than anybody else out there, are you copycatting another company? Or you just simply doing are you lift and you're the second one, which is not a bad company to be Don't get me wrong? But every successful but, you know, are you just the are you the second mover in the market, which is you know, again, it's okay to be but

somehow you have to deliver a need and no matter what as much as you want to say people buy because they really want or like my product that's nine times out of 10 not the case they bought it because they needed it. So what's the need that you're meeting that's that just goes back to the value proposition of the product itself or the service?

Shawn Flynn 22:28

So question on the value proposition. So say, say you have a general idea of how much you know, it'll solve the solution and how much money you'll save the client versus what's out there. How do you go about pricing your product, or set in terms or gifts, or promos or whatever like that?

Whit Howland 22:48

Yeah, pricing can be arbitrary quite frequently for especially for startups who said, you know, I'll take any business. So there's a really don't want to walk in and say that, but they how do you go about pricing it

you can use any number of methodologies. If I'm in a sales role, if I'm going to

Shawn Flynn 23:09

say, how much leeway should you give your salesperson to determine the price in a meeting?

Whit Howland 23:14

Well, I would give me 100%, but I would be of them I would I would play by ear and how comfortable your salesperson is talking about that. I often talk quite frequently about price and sales meetings, because I don't want it to be a hiccup later on. So quite early in the sales process, I'll try to ask a question of, you know, what's the value of what is the value of a product like this to you? Or one of the questions I'll ask is define success. I want the customer to tell me if they were to buy this product. How do they use it? Right? How does it How does it to define success within your world which are quite often gauge for me, at least in my mind, how much money they may be willing to spend or what's their overall budget?

But yeah, I asked the question very, very early on in the sales process. If somebody is unrealistic about what the purchase price of a product that I'm selling is, I don't want to spend too much time going after that lead

I kind of want to put them on the back burner to be honest

Shawn Flynn 24:14

interested in so to go over a little bit of everything we've talked about so far we've talked about qualified leads vers unqualified leads, we've talked about sales cycles, we've talked about getting information from other countries or companies when they establish their entities or their sales in another country to actually get the white papers, the promo material for that culture. We've talked about expectations and delivering expectations we've talked about if the startup team actually has sales experience for us not having sales experience the communication between the marketing and sales person talked about a bunch of things What else do you wish or knowledge that you think a startup out there should know about sales

and the tenacity of a sales mastery of the stick

Whit Howland 25:05

to his stick to it Ignis Yeah, made up word.

I think that more than anything, what I would be what I would tell advise somebody to start up to

start over i what i would advise a founder to go to, if I was going if they were going to start a sales team in the US

is I would come up with the sales funnel, I would, I would be very, very specific out of the sales funnel that I would want my sales team to have. So what a sales funnel is, essentially is, you know, if it takes so it takes XYZ to get one sale. Right? So then based off that one sale, I need so many I need so many quotes in order to get for if it takes for quotes to get one sale, then how many appointments Do I need in order to get four quotes? Okay, if it takes How many? And then how many phone calls Do I need to make in order to get that many appointments? So say, I need to make 100 phone calls. Yeah, to get

10 appointments, okay to get for quotes. Okay, and that breaks down to one sale. Okay, so then I know five, that's my sales funnel, then I know I go back out to my sales team. I say, Okay, now every week, you need to make 400 phone calls to brand new customers brand new prospects. And you need to start to start a conversation in order to get an appointment. Because of those 400 phone calls you make. You're going to get so many appointments, you're going to get so many quotes. And that's going to be what's required in order for you to get the sales

that would be the thing that I would point to first for a founder to come up with before they hired a whole sales team. Show me what a sales funnel looks like, for your product for your marketplace that you're selling to for you specifically, that could be a sales funnel that requires a six month sales cycle could be a two month sales cycle. I don't know but I would I would first look at the sales from

Shawn Flynn 27:00

okay with that we're almost out of time. But what could you tell the audience how they can reach you and get more information?

Whit Howland 27:07

Absolutely. Yeah, the best way to reach me is LinkedIn with Howland and LinkedIn profile. If you connect with me and shoot me a message I will be more than willing to respond to you and who's your best client to work with?

Shawn Flynn 27:23

Who would you want to reach out to you

Whit Howland 27:25

anybody that's in renewable energies, or the renewable sector that has a

that has a product that's being sold or could be sold to the utility sector.

Shawn Flynn 27:36

Great. Thank you for your time today. And once again, that's Silicon Valley successes. For more information, please visit our website, Silicon Valley sex successes. com or Facebook group, check us out on LinkedIn. And stay tuned as next week. We're going to have some exciting guests. they'll provide you information to help you become the next success.

Show Announcer 27:57

Thank you. From all of us at Silicon Valley Valley successes. We hope you found the information presented today useful in your path to success. For further information on accessing the resources in Silicon Valley. You may visit us on the web at Silicon Valley successes.com on Facebook and YouTube. Thank you. And remember, we want to help you in your journey to become the next success.

[pavelrogozhin]

I understood why I went to #startupshow afterparty - a new playlist )) And.. and this funy man on scene, and introverts from startups in hall ) (at Soho Rooms) https://www.instagram.com/p/BphQxN_FK1K/?utm_source=ig_tumblr_share&igshid=nzk41wfyr58t

[agassorg]

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[nmedigital-2020]

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Connect people and add value and the money will come · · · #startup #startups #entrepreneur #entrepreneurship #startuplife #business #startupstory #startupstories #startupsupport #startupsuccess #startupquotes #startupspirit #startupschool #tech #startupstudio #startuptips #innovation #startupbusiness #startupstyle #startupworld #startupgrind #entrepreneurlife #startupstechcolist #startupshow #startupnation #startupcompany #startupscene #technology #startupculture #startupsauna (at Pelican Hill Villas) https://www.instagram.com/p/B6jnj55heLT/?igshid=1jr4pb63hiau

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ЛЕБЕДЕВ — ИНВЕСТОР STARTUP SHOW

https://v.gd/k2Tr2e #startupshow ЖМИ НА ССЫЛКУ, ЕСЛИ У ТЕБЯ БИЗНЕС ИЛИ СТАРТАП И ТЕБЕ НУЖЕН ИНВЕСТОР! ✅ Приглашаю всех неравнодушных к теме инвестиций, развития предпринимательства и налаживания полезных-бизнес связей! 📌Если же у вас бизнес или стартап и вам нужны инвестиции, тогда пройдите БЕСПЛАТНУЮ регистрацию на международную инвестиционную конференцию StartUp Show и уже совсем скоро, вы сможете […]

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[jamesyee]

Successes Tips on Facebook | 🔥🔥 Tools For Your Instagram Page 🔥🔥 ______________________________ 📳 Turn on Post Notification... | https://ift.tt/2SdRa0z | 🔥🔥 Tools For Your Instagram Page 🔥🔥 ______________________________ 📳 Turn on Post Notification 📳 👉Follow @businessprone 👈 👉 Follow @businessprone 👈 📳 Turn On Post Notification 📳 ______________________________ . . . . . #startupshow #startupsuccess #startupstory #startupstories #startupfashion #startupsupport #supportforsuccess #startupgrowth #failurestories #failedstartups #startups101 #entrepreneurmotivation #entrepreneurbooks #entrepreneurialmindset #entrepreneur101 #businesstips101 #getsuccess #getrichquick #failureispartofsuccess #failuretothrive #failoftheday #believe2success #successlead #noregretsjustlove #successquotes #warrenbuffettquotes #billgatesquotes #marketinglifestyle #moneymindset (Feed generated with FetchRSS) #JackCanfield #success #motivation #successful #successtips #abundance #prosperity #successquotes #successhabits #habitsofsuccessfulpeople #motivationforsuccess #motivationquotes #motivationalvideo #motivationalspeech #motivationalspeeches #wealthyquotes #quotes #financialfreedom #prosper #rich #retire #arise #rise #makemoneyonline #breakingnews #entrepreneur #digitallifestyle #internetbusiness #onlinebuisness #workfromhome #workathome #affiliatemarketing #ecom #🔥🔥 Tools For Your Instagram Page 🔥🔥 ______________________________ 📳 Turn on Post Notification... (Feed generated with FetchRSS)

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[siliconvalleysuccesses]

👍Korea Startups and Monday, Doing business as a startup Ep 11

Show Announcer 0:26

Welcome to Silicon Valley successes, we interview experts and entrepreneurs to give the world access to the knowledge and experience that is here in Silicon Valley. Our mission is to create opportunities for those who

seek them

and tell you to become the next Silicon Valley success.

Shawn Flynn 0:49

Welcome to Silicon Valley successes. I'm your host, Sean Flynn. I've been in Silicon Valley a number of years now working with startups, incubators, accelerators, investors from all around the world. And today we have two amazing guests with us. They come from Korea, UAE. And Chris. They help companies from Korea landed Silicon Valley and companies from Silicon Valley or the US go to Korea. They help them with the struggles, give them advice, make introductions, all things that they need to help them succeed. So without further ado, let me introduce our two guests. Do you have Chris Could you please give a brief introduction of who you are? Do you know Would you like to start Yes, this is June so I am Creative Problem sortable and side project designer to have the company and the governmental agency and sort of, say in South Korea, so I'll founded my company because I'm Susan 2007. Okay. Yeah.

Chris Youm 1:42

And Chris Oh, hi. I'm Chris

Shawn Flynn 1:45

Oh, well,

Chris Youm 1:47

well, personally, I'm Peter like, I do code

for Chrome extension. I'm the one who taken care of all the or technical interests are like starting from like international radiation engineering to like investigating new technologies for like a question extension. So yeah,

Shawn Flynn 2:06

that's what I'm doing. So the name of your guys company is cosmic station. Yes, that correct. Now, could you tell me about some of the advantages or tools that you give startups or companies that work with cosmic station?

Actually, first how'd you come up with the name cosmic state? Right, so

Junhwan Kang 2:25

actually, when I named the customisation inspired by international space station Oh, so you know, so when the when people to make a deal goal to do to do dream and so how many people will collaborate with you something? Okay, so I'm gonna make the customization

consists of multinational agencies and protect designers and the companies to help entrepreneur

Shawn Flynn 3:00

so you had from day one this world view your mind open? Yeah. And then how did you meet Chris or Chris Were you the one that went to June Hall about this project?

Chris Youm 3:12

Oh, well, I mean, basically, I met him when I was in Korea in Korea I was I mean when I was in Korea I was an illustrator and I I needed or job so that's the chance that I needed to be in Korea Do you

Shawn Flynn 3:29

know what were you doing and create that time?

Junhwan Kang 3:32

Yes. So yeah, actually solo CD estimate to make brand awareness, the CDP vendor openness around the world, okay. And so when they estimate how to do so I hope for digital. How about making the content movie content as apt I pitched the idea. So solo CD is so provide the font I made a 17 episode on a new trouble and all equal in China or, you know, so when I tried to make the video content I got noble lights from so along the bottom, okay, Switzerland and novelist and then I invited five with directors, okay, to medical 17 episodes was I built a multinational team, make the video content and own out on YouTube and all your cool Indeed, I collaborated with the drama fever, okay. When the drama people founded in 2010, and I'm remember this Chris in San Francisco. I invited him to maker is freemium is the owner of the platform. Okay, I'll be the WordPress

Chris Youm 4:58

Yeah. So basically on once I moved into the San Francisco from Korea, I don't there was another chance that was that that and on I have to him to build up the site based on based upon the WordPress

Junhwan Kang 5:13

well, and is know when we should be the project in the workplace. And we develop the voting system. Okay, and it's a combined Twitter and we you know, it's a very interesting point, this video, YouTube view. Lucido 108 million Jews

Shawn Flynn 5:37

Oh, wow. 108 million. Yeah. So this is amazing. So it sounds like for the last 10 years, you've been involved with multinational operations between other countries and Korea. Yeah. So you've seen firsthand all the problems and possibilities that these companies have faced. And so with that you have this amazing background for what you're doing currently. Is this correct? Yeah, yeah,

Chris Youm 6:07

just say Yes, that's correct. Okay.

Shawn Flynn 6:09

So tell me about some of the problems the company might face when go into Korea

Junhwan Kang 6:16

Yeah, so definitely everyone know is how to overcome the language barrier also the good Korean people had difficulty to make the communication with the

American based entrepreneur okay full speak English okay. You know so

Shawn Flynn 6:41

as the American team have to have someone that speaks Korean you business in Korea or can they hire someone there? Or is it translators efficient? What's your recommendations? I'm

Unknown 6:54

honestly

Junhwan Kang 6:56

even though America startup companies hired people

can speak Korean justice speak Korean means

stage of pink, one side, you know, a side actually, when somebody want to do business at the new land, okay, what do they need the language and how to get familiar to culture and how to make a business network. And so how to deal with

some law problem is the average every business field has a different culture and default the system

Shawn Flynn 7:41

and an earlier episode of Silicon Valley successes, we didn't meet with two experts in cultural

diversity and inclusion. And they talked a lot about culture. Yeah, but you'd mentioned right there about business marketing. introductions. Yeah. Can you talk about the importance of knowing the key players and in a new country in a new city to get business done? Yeah. how important that is.

Junhwan Kang 8:11

So can I say just how about think outside the box? It's, it's a good point. And so even though somebody know the person how they go, how they work with them, okay, so so essentially everyone know all great people, but they are big,

you know,

indeed, many people contact them. Okay. And so how do v found the hidden gem Okay, is related to the language barrier communication barrier, even though they are great people is that they are very shy and they cannot speak English Okay, so you know how to build the system how to build a network connect with them how to bring them into the darkness okay. Yeah. Interested in so I'm gonna tell another point instead, you know,

so we are developing the program its name check for. Okay. So, name cultural collegian chakra okay and is a very interesting point if you guys launched the company in Korea will launch the product in Korea is vice versa is a Korean company wanted to launch a product in America market go What is the first thing is informed your name

Shawn Flynn 9:47

way so yeah let's go back so if a company from Korea yeah wants to set up an operation the US or from the US to go to Korea yeah step number one is get a name that yeah that fits yeah that translation or that that country yeah give me examples

Junhwan Kang 10:06

yes even though they didn't translate to the name into English what into Korea there is just to launch the product because I have was around the three is episodes

Shawn Flynn 10:19

examples. Yeah, see examples. So

Junhwan Kang 10:22

all right,

Shawn Flynn 10:22

Tommy, tell me one or two or all three guys

Junhwan Kang 10:26

inside supported the Korean based company they incorporated in LA was in Boston okay. habit or is HQ in Korea. Okay. But they launched a name. And so the 3d printing company

Shawn Flynn 10:43

okay. 3d printing. Yeah,

Junhwan Kang 10:44

when they launched the product and they did the crowdfunding campaign. The name is still PS

even they launched the crowdfunding campaign on Kickstarter level they didn't what bs means.

Shawn Flynn 11:05

Oh, wow. Okay, how about one more example more

Junhwan Kang 11:08

up tempo and inside supported I had the watch TV the company the company developed a smart flow

Shawn Flynn 11:16

part smart flower pot. Yeah. Okay.

Junhwan Kang 11:19

It's not proper means So Joe so with a smartphone application controlling air circulation and so the lighting and the water tank is overweight and so their target audience was so

funny 20 and 30 aged women okay and so had the children

yeah they brought the name Willie

Unknown 11:50

Willie garden Really? Got to know we'll

Junhwan Kang 11:55

have a couple of Yeah, yeah, indeed. It really is a kind of you know, it's how we sold it to this name. When this name was popper sold under the Willie has the name is the way the old man Okay, so the target audience I think we're good. Okay.

Shawn Flynn 12:18

So step one. Yeah. Make sure your name translates or change it for that new country. Yeah. What are some of the next steps for a company coming from Korea here from here to Korea? Or even better? Yeah, tell me why a company from Korea would want to come to us an early stage company or this is core company from us want to go to Korea very early. Why

Junhwan Kang 12:47

I'm possible. So I'm going to tell why Korean based startup company want to break into America. market makers eat food. They make us meaningful, successful case. Okay. They will get great benefit from Korea government.

Shawn Flynn 13:06

So what so a company from Korea? Yeah. enters the US market. Yeah. Maybe raises 50,000 on Kickstarter. Yeah. Can they get benefits from the Korean government than 50,000? Yeah, yeah.

Junhwan Kang 13:21

Right. Right. So if they get the $50,000 in crowdfunding campaign, yeah. They may eligible to get they may get the chance to draw in the r&d project with Korea couple months around 3000 thousand dollar 300,000 300,000

Shawn Flynn 13:41

yeah so you could take 350 thousand you raise hear from investors you know go back to Korea yeah and possibly work with the Korean government yeah and get another 300,000 yeah to research and develop that product and row

Junhwan Kang 13:54

yeah right in so in other hand you know it's a very unique

startup supporting program in South Korea

Shawn Flynn 14:03

Oh Tell me about some of these startup support programs

Junhwan Kang 14:05

and so they called they named it keeps

Shawn Flynn 14:09

tips

Junhwan Kang 14:10

tips is kind of tip of the iceberg

yeah pizza mean so when some investor angel investor so embarrassed to certain Rania answer is a clickable and gave with the phone to establish kind of matching point. Okay, yeah,

Shawn Flynn 14:29

so $100,000 from an angel here in the Chinese are not sorry, sorry. The government will match give 100,000 to the startups

Junhwan Kang 14:40

isn't it? I'm not sure it's a non voice a little bit different they have the

keeps program is that every year the Korean government as

just so much either angel investor Wow. To take care with startup company plenty of stuff to make a success for the global south. Okay. You know,

Shawn Flynn 15:06

so sounds like the Korean governments very supportive of start online. Tell me the startups do they have to be the founders Korean? Or can they be a US team that partners with a Korean team or a US team that opens up an office in Korea what are the requirements for these companies to then I guess work with you guys who would then work with them to go to the Korean government

Junhwan Kang 15:35

is so there are there are 2.2 way to waste waste into the one is a medical collaboration project with the Korea based company okay to make is some r&d project and then it would they make a successful case with these successful case and so in some movie shipped to America

Shawn Flynn 16:00

Okay, ya

Junhwan Kang 16:01

know, so just kind of slowly Yeah, I mean, I don't

Chris Youm 16:05

think adding on the purse or or opinions like I had one interesting example I mean it's kind of a story that my friend actually faced so my friend she um, she uses a to plan her own startup which is in our trip sector and she wanted to build your own team and she wanted to have have got some funds from basically from Korea because she is from Korea but she wasn't here so basically she has established our company here and go to go back to Korea to have fun and and one day she went to to the or one of the government programs representatives and she had on meeting with them and she explained all her plans and and benefits of startups you're on and she wanted to get a fund from them but the reply from their side which is government side Korean government decided was a simple on if we have got any fund from USA because you register to your company in USA because you are come from the USA. So if you have got any funds from USA at first, like 500 startups or or why continue to grow? Okay, well, then they were they say they willing to give an extra want to her well, so it is scary. Yeah, it was a very interesting moment.

Shawn Flynn 17:38

That's interesting. So to find out more information about do Hawk Chris and a lot of the other people that had been on our show, please visit Silicon Valley successes. com. We're also on Facebook, Instagram, LinkedIn, but once again, visit Silicon Valley successes. com. Now back to Chris in general. So the Korean government will actually use Y Combinator 500 startups and a lot of these incubators and accelerator programs in Silicon Valley and just use that as a way to kind of that or screen the startups to give them funds

Unknown 18:15

yeah well okay.

Chris Youm 18:17

That was the truth

Junhwan Kang 18:18

Oh wow. Mia is one of the elements to it so how to support how to collect your startup companies okay you know so you should know say indeed there are very specific is things this year and new patrons the renamed the Minister of cabinet. Okay, from the small middle enterprise, they add SMB sn s. m. e S. S. startups, small medium enterprise and startups ok. I see me that they are willing to they are likely to show how Korea government boosts startup companies. Okay.

Shawn Flynn 19:10

So these startups Yeah. How early can they go to the Korean government? And can they go with just an idea more they really need to have either gone through an incubator accelerator, raise some type of money or already had a partnership. Yeah.

Junhwan Kang 19:28

And so we already so had the partnership and so we have little, very professional teams in Seoul, South Korea. Okay. So we already so collaborates with the team in New York in San Francisco so

Chris Youm 19:46

yeah, personally I think that that may depends on case by case yet because um yeah as I gave an example case or she she didn't have developers okay she I mean she was the only one who planning and food or looking for the chance but um, but what once if if we should cut our fund from here then getting x extra funds from Korea couple months warranty picked up for

Shawn Flynn 20:22

Okay, so just a if I'm a start up here in Silicon Valley, I have no Korean members of my team right now. But I've already raised say, $300,000 and I need another hundred $200,000. Can I then go to Korea, say hey, I'm going to set up an office here. Hire one employee and then go to the Korean government or work with someone like yourselves to go to the Korean government to try to get that last hundred thousand. Is that possible?

Junhwan Kang 20:56

Coming to you? If you are just a single you are great idea. I'm gonna ask you contract, right. Plus in Korea. Ok. And then make the way so they are all a way to make it

right. So, but in order to check please write posts,

so solution and so. So honestly, so I just this morning I got the grace. Great opportunity from product school. Okay.

Unknown 21:34

So great products. Classical. Yeah. Okay.

Junhwan Kang 21:36

So they have founding their founding the community manager community organizer in every city around the world. Wow. They asked me so we discussed about the and so they asked me to be city to city organizer. So he means the startup company has a great community Solar City. Okay. And so, you know, even though they are great process, but the gray person needs such as a single but he put a great person is a CEO of a company, they will ask a lot of money. Okay. means just looking for community. Okay, so just through the community, the checkup, deal idea will be validated in the company or Korea. Yeah.

Shawn Flynn 22:28

So how important is it knowing the right community groups or knowing the right contacts in Korea for a startup to succeed there.

Unknown 22:39

So

Junhwan Kang 22:40

you know,

in general, there are a lot of community similar to so American based community service because it was somebody has caused this vehicle not just informed the holiday and co founder community indeed, but they're very concerned with seen considerable deals. So just American based company is searching Google but

like the China they are a deep they are to

Shawn Flynn 23:18

cows. Very popular in Korea. Yeah. Canada. other social

Junhwan Kang 23:21

media plan. Yeah. Right. So there you have it for the comments. The online community if entrepreneur was a company contact so little bit. ly community in not in Facebook, but in naval also in calculus in band Day May when it comes to collaborate with companies

Shawn Flynn 23:46

interested? Yeah. Okay. So to recap on what we've talked about. So far, we've talked about your company helping startups or companies from around the world enter Korea, more Korean startups go outside to other parts of the world, specifically San Francisco, New York, we've talked about how one of the first things companies should do when entering a new country is make sure their name fits. We gave a couple of examples from the flower pie and the 3d printer. We also talked about how the Korean government supports a lot of startups and how if you have a partnership with the team in Korea, you can get funding for your research and development. If you raised funding in the US and you go to Korea, the government may match that I did. We've also talked about the Korean government might use 500 startups, Y Combinator and other incubators and accelerator programs in Silicon Valley as a vetting process to see if they want to give you money. But you've given some great advice on how it's so important to make sure you're talking to the right people this whole time and some of these people there are extremely busy and there might be language barriers, yeah, is very important to go through a company organizations such as yourself to reach these people and also companies here have to know to use right social media tools when they're in Korea, which is a cow and and the other Yeah, what advice other advice would you like to give a company out there that you wish someone told you? Or you really think they need to know? Yeah, yeah,

Chris Youm 25:24

I think I can go first maybe, well, I have been like internationalization engineer for good amount of the years in here and add in San Francisco Silicon Valley so I will just say like bring up

well planned internationalization strategic is the best because like just in case I mean let me give you an example like holidays on holidays like for the social games The holidays are chance to get our extra revenue by selling the game items okay but are like a holidays a different country by country Okay, of course we do have with the holidays that has the same date like Christmas but like our Thanksgiving Thanksgiving in America is just it is big but just two or three days ago three days of the holidays but in China it's all an entire week is the holiday yeah and they spent this time I mean Chinese penta like millions and

Shawn Flynn 26:35

Singles Day first of all their holidays don't match up with the US that don't match up

dude why do you have any last minute things you'd like to say and then with the last we got about a minute please talk about yourselves one more time and your company yeah real quick

Junhwan Kang 26:51

yes so for sober I'm gonna ask her entrepreneur to get interested in Cape content a pop up a drama so why am I Why do I ask them so about things so actually why the Korea in in your city called your content is spread over Asia market okay it's cool it's kind of a stepping stone awesome

Shawn Flynn 27:19

yeah what's the best way to reach you guys

Chris Youm 27:20

yeah we have a LinkedIn and we also have our with psycho Versa Yeah, it's a website

Junhwan Kang 27:25

customization does page

Shawn Flynn 27:28

all right lot more information please visit them cosmic station dot space. You want more information, Silicon Valley, please visit silk advice. successes.com. Our next guest is Whitney Howard, who will talk about sales and startups. All right. Looking forward to senior next episode. Thank you.

Show Announcer 27:46

Thank you. From all of us at Silicon Valley successes.

We hope you found the information presented today useful in your path to success. For further information on accessing the resources in Silicon Valley. You may visit us on the web, Silicon Valley successes.com on Facebook and YouTube. Thank you. And remember,

we want to help you in your journey to become the next

success.