Cracking the code on B2B sales, particularly in retail tech, is not easy. This episode features Casey Golden, CEO of Luxlock, an omni-retail experience platform startup. Casey talks about how she targeted her first customers, utilized her network, and how she is now scaling sales after those first efforts.
- How to utilize your network to build relationships before you start selling
- Which brands to target in the early days
- Trying an unusual approach to get product feedback
- Getting that first customer – and the trial and error process
- Why retail tech sales are so hard as a startup
- Who to target for sales at brands and retailers
- The “waterfall” of sales in retail tech
- Why Casey doesn’t like warm intros
- Considering free versus paid pilots and how to price pilots and your annual contracts
- The customization trap and how to avoid it
- Sales cycle considerations and how to manage it
- Hiring your first salesperson and some resources that can help
Music by Eino Toivanen, kongano.com
Edited by Deven Shah
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