#StartupTipOfTheDay includes 365 tips to boost your startup, one for each day of the year. The author Reima Linnanvirta published the tips originally as social media posts in 2021. For this e-book edition, the tips have been organized in different areas, covering the whole lifecycle of a startup. Starting from the problem and the solution; moving through the team, advisors, and board of directors; selling, marketing, and the customers; scaling; planning and monitoring; fundraising; and many more all the way to the exit. These tips are based on the author’s experience in working with 35 portfolio companies as an investor, board member, and advisor. Reima Linnanvirta is a startup investor and will be joining Trind Ventures as a partner in 2022. He also acts as the Chair of the Board of the Finnish Business Angels Network until the end of 2021. As of the writing of this book, Reima has 27 companies in his portfolio and eight exits under his belt; fastest in just 104 days when Digital Teaching Tools Finland – the provider of Whiteboard.fi – was sold to Kahoot! He is also a four-time founder. Reima is a frequent speaker in startup and angel investing events, having delivered keynotes from Finland to Kenya and US to Singapore. #StartupTipOfTheDay is his first book on startups.
It is about the Mindset required to be an Entrepreneur and the Habits and Tactics to get there. It is about Leadership, and Helping others solve the issues to becoming self-employed, self-actualized and self-aware in business.
It is also about making money in the Digital World and Online by offering products that help and serve others to accomplish these goals through training, courses, and taking action to accomplish their dreams. Creating a Start-Up is difficult. Starting one takes guts and heart. By becoming a Nonstop Entrepreneur, your dreams CAN come true.
Meet Craig Richwine
Craig Richwine is an entrepreneur, author, writer, online content provider, coach and speaker. Craig has also authored LA DMV, a comedy screenplay. Through his journey Craig has found a passion in helping people create an entrepreneurial lifestyle, build sales, and improve their marketing, branding, and advertising. Craig also enjoys helping others become effective speakers, write copy, create online content and mentor others that wish to learn these skill sets. In his spare time Craig is also a frequent Big Mountain Skier and in the past was even an Alpine Race Coach.
– Previous Director at HeadGear Technologies LLC, helping with business planning, sales, marketing and operations. – Past President / CEO and founder of Champion Manufacturing USA, Inc. for 13 years. – Served as Executive Vice President of sales and marketing for International Voice Exchange, where he started their national Voice Mail Systems division. – Spent 2.5 years with Shearson Lehman Hutton as a stock and bond broker. – Started numerous ventures including America’s Rockin’ Coffee House (ARCH, Inc.) in 1997 (sold the business to a restaurant entrepreneur). – Worked in sales, sales management, corporate management and business ownership.
run frictionless helps founders scale out of a sales role, using a decision-making framework called the 4Qs.
The mistake founders and high performing salespeople make is trying to scale up the business by replacing themselves with another human being. Simply, there isn’t another human like you looking for a job. Those who are good at selling are busy doing their own startup, not working for you.
Scale up a business and free the founder of sales role
There are a few things you can try to free a founder from a sales role. One. Don’t worry, keep growing. Two. Stop growing the business. Or three, hire a replacement. These are not effective! Over time they will fail you.
run frictionless presents an alternative – an option nobody is talking about. Scaling the business with a sales system.
A sales system spells out the formula required to make a customer, in a clearly understood sequence. It is similar to a sales funnel or sales process, only more comprehensive. It will tell you the precise number of interactions required to make a customer. If you serve small businesses, this could be 15 interactions. If you serve enterprise forms it could number 25 or more interactions.
Predict sales. Distill a sale process to a handful of customer interactions you can teach the whole organization. Win a customer, and know why you won that customer.
Get more leads. The book offers several pre-designed customer flows to improve sales you can use right away. Imagine how much business you’re turning away, simply because you’re not starting conversations with customers the way they want.
Better decision-making. If you are going to free the founder, staff have to learn to think like the founder. Make everyone accountable with an easy-to-use framework called the 4Qs.
Sell 24/7. Automation moves the customers through a sales system even when the salesforce or founder is not at their desk.
Scaling up the startup with a sales system
A sales system is key to scaling up a startup. If staff follow the formula, you can predict the odds of creating a customer. Imagine a sales system as a series of dials. Turn the dials and you make an improvement. It is not uncommon to improve sales by 25 percent just by turning a dial. You didn’t re-engineer the business or substitute staff.
Building lasting sales teams
Another benefit of a sales system is it augments your workforce. The best people are working on the highest value tasks, and other tasks can be carried out by less experienced folk. The intellectual property of how a customer is made is in the sales system. Each salesperson needs only understand the part of the system where they contribute.
Design your own sales system
run frictionless will teach you how to design a sales system, using a framework called the 4Qs. It doesn’t matter if you are a fintech startup or a traditional medical practice operating for five years. The 4Qs will take what you know intuitively and organize this knowledge into four powerful quadrants, making it easy to run frictionless.