Learn to design a sales process by reverse engineering SV.CO
Transcript of Learn to design a sales process by reverse engineering SV.CO
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Learning to Design Sales Process by
Reverse Engineering SV.COSanjay Vijayakumar
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All companies need at-least 1 customer to move from step 3 to step 4
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“Finding a customer” is an abstract concept because you
have not done it before.
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“Addition” - the process by which you add two numbers was also
an abstract concept once.
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If you understand addition - then you can add any two numbers.
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If “you” were teaching in college, you would have taught very differently
from the current teachers.
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But the teacher doesn't realise this.
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This is because the teacher cannot “think from the customers
shoes”.
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Founders have to learn the art of “thinking from customers shoes” so that you can convey the “value” of your product in a
language that customers can understand.
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Thinking from customers shoes is an abstract pattern.
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You can learn this pattern by reverse engineering.
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Todo Target: Reverse Engineer the Sales Process of SV.CO
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If you were running SV.CO, how would you find customers?
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Why?
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SV.CO is possibly the best product you know now really well
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How will you design the sales process of SV.CO?
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1. Who is the customer?2. How will you find him?3. What will you tell him?
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Once you do this thinking, an Abstract Pattern of thinking from customer
shoes will come to your head.
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Now, you will be able to think more clearly on how to find your own
customers and design your sales process.
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Exactly like you can add any two numbers once you understand
the abstract of addition.
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Lessons like Customer Persona, Story Narrative etc will all start making sense now.
For example - not everyone is a SV.CO customer.
Only students who are able to work in teams and have a developer, designer and product engineer can join SV.CO
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The deeper you think about designing the sales process of SV.CO, the deeper the
abstract thinking pattern will become in your head.
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Deeper the pattern, the better you will be able to use it to solve your
own problem of finding a customer.
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Tip: We learn about quadratic equations, but we never use
them in real life.
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In real world, every company and successful startup has a customer. If you learn this abstract
thinking, you will be able to use it all through your life - whether in your company or for someone else.
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If you are successful, you will go to Step 4 and continue your
journey in 10 steps to ROI
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Also write down your insight in your timeline entry as to what you learnt on designing sales
process through this process of reverse engineering
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Insight = new learning, action items or other todo tasks.
All because you performed this task.
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Insight pointers: The real understanding of previous topics will come out clearly as you
attempt this task.
1. Customer Persona2. Growth and Value Hypothesis
3. Story and Narrative
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Don’t forget to check the Rubric for
pointers.
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