Selling to startups & the f word

Any advice for selling to startups?


I'm in the SMB segment at my company. We're a consultant for a large cloud provider, so my segments align with theirs. Majority of my segment are startup tech companies that are getting into cloud/getting started for the first time.


The large cloud provider provides some funding for services projects I sell depending on the projected spend of the customer.


However, I find that even when I bring up the "f" word with a disclaimer trying to be transparent and say that it's not guaranteed, prospects get happy ears, assume the cloud provider is going to pay for everything, and then act offended when I tell them the price tag.


Or, my favorite, they'll ask if I can give them free cloud credits just because.


Help?

๐Ÿ‘‘ Sales Strategy
6
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Set expectations right up front. If they are getting offended itโ€™s because you are not doing a good job of that.
Notmyrealname
Politicker
2
AE
Can you find out what the funding will be before giving the price?

Otherwise I'd quote full price and offer discount later based on funding.ย 
bendandsnack
Politicker
0
Account Exec
I usually have an idea, it's no more than 10% of what my SE and I estimate they'll spend.ย 
jefe
Arsonist
2
๐Ÿ
People are really expecting services for free?! God...ย 

I think Pachacuti and Notmyrealname hit the nail on the head. (no idea why I can't tag them though...)
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
Never lead with any discount.ย  ย Apply the funding on your proposal (list price - funding from cloud provider).ย  ย If you don't know what the funding will be up front, and you've given your list, you can say, "let me take this to the business and see what I can do" if they balk at your pricing.ย  Obtain the funding, then deliver happy news.
CuriousFox
WR Officer
1
๐ŸฆŠ
Oooohhhh that f word ๐Ÿ‘€
bendandsnack
Politicker
0
Account Exec
That's very helpful, thank you!

Not_2_Salezy
Member
1
Program Manager
Do these companies have cash? Get their budget, quote full price and use funding to close the gap, but donโ€™t play that card until you need to.
IYNFYL
Politicker
0
Enterprise SaaS AE
You have to find the gaps in their workflows by positioning how you have helped other companies.ย  Then see if that seed planted grows.ย 
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