The Simplest Sales Framework Ever for Startups: The W3 Method

I was reading Amos Schwartzfarb’s book: “Sell More Faster”. Amos is the Managing Director of Techstars Austin. https://www.sellmorefasterbook.com

I think this is such a great & simple way to think about sales (mainly for B2B of course).

He created the W3 Method framework: the Who, What & Why?

Who is the Customer: the more specific and narrow as possible. The Total Addressable Market can be small at this stage. It’s okay, the point is once you dominate this, you can expand to adjacencies after.

What is your customer buying? (not what you are selling). This is specific, you are selling benefits & results. What is the job to be done by the customer.

Why does this matter for the individual or business? Why do they care?

Also in the beginning, the focus is all about learning & customer development. The point is to learn as much as you can. This will all be helpful as you build out your sales process.

Very simple (although not easy) but it’s a good start.

Buy the book, seriously. Especially if you are a technical founder or even a business minded founder. It’s that good and helpful.

And it goes without saying, that if you are a founder you should learn everything you can about sales. Any founder who thinks all you need to do is build an awesome product, well you are half right. You need a great product and sales!

Any founder who thinks sales is grubby, beneath them or that they can outsource this to someone else in the early days is an ignorant IDIOT. Period. Fullstop.

Written by

Ever curious: Tsundoku, Reader, Aspiring Shokunin, World traveller, Investor & Tech/Media exec interested in almost everything! www.marvinliao.com

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