The 7 Principles of B2B Sales Professionals

The following manifesto outlines my answers to the question: “How do you recognize great salespeople?”

Although I’ve been working with B2B sales for the past 10 years and genuinely find this area fascinating, I’m still dumbfounded every time I hear the misconstrued, negative clichés about sales professionals -- and let me tell you, they can come from both young talents and senior executives. Salespeople are often put in the same bucket as tricky, sneaky con artists who just want to get your money. And that’s plainly wrong.

I wrote this manifesto to share the values that drive my approach to B2B sales. I trust many fellow sales leaders from various industries, who strive to operate by a similar code of conduct, will share these views that guide me in delivering the highest value to my customers on a daily basis.

I will call this manifesto the 7 principles of B2B sales professionals:

LISTEN

The best salespeople have one thing in common -- they don’t talk much about themselves and excel at listening. They do their homework and prepare their questions. Great salespeople don’t need to explain their questions; they understand that silence can be one of the most powerful tools available to them and know when to shut up.  

SHOW EMPATHY

Great salespeople have deep empathy for their prospects; searching for ways to solve their prospects’ problems is what keeps them up at night. They don’t seek to build relationships for the sake of it, relationships happen to them naturally because they make their client’s life easier.

DELIVER

Great salespeople don’t celebrate when they close deals, they celebrate when they deliver value to their customers because they always think win-win. Very often, delivering on your promises  means you work during the weekends or clock long office hours because you care about honoring your words. And finally, great salespeople don’t believe in quick wins, they know how toxic they are for the business.

HAVE MODESTY

Great salespeople will never think they are higher than their prospects and they will understand when to walk away and leave the door open for feedback. They don’t take rejections personally and want to learn from their mistakes.

FOLLOW A STRUCTURE

Great salespeople understand that sales is a number game and to deliver consistent results they need to turn their daily routine into a disciplined execution. They systemize their repeatable tasks and organise their days to focus on what brings most value to their pipeline vs. their target. Great salespeople don’t believe in excuses, they’re persistent because they believe in facts.

BE CURIOUS

Great salespeople are curious by nature. They like to challenge their prospects to promote new ways of solving existing problems, but they will also constantly look for ways to improve their own sales processes and become more efficient.

BE DATA-DRIVEN

Great salespeople are on the edge of technology, they understand the difference between workflows and tools and know how to leverage the data from a sales funnel to repeat their success and scale their sales efforts.

Thanks Jean-Baptiste Daguené for sharing this with startups’ community!

Jean-Baptiste Daguené: 9 Sales Tips for Early Stage B2B Startups

When you run a startup, you don't have to focus only on product development - it is necessary to think over your sales strategy too. In this article Jean-Baptiste (JB) Daguené, Partner of 70 Ventures shares 9 basic sales tips for early-stage startups.  

1 - Sell your vision, not your product

There is nothing more boring than a features-oriented sales pitch. Just stick to the Lean startup basics and remember that your MVP is just your interpretation of your vision. At the end of the day, your clients will help you to shape your product while you are lifting up your vision. Simon Sinek puts it well in 1 sentence in his TED talk: “People don't buy what you do; they buy why you do it.”

2 - Always set low expectations

This point is critical if you don’t want to deal with unhappy clients and eventually, spend most of your time doing support - simply because you wanted to close leads without setting the right expectations upfront. If you’re a B2B SaaS startup, you most likely offer a free trial or a pilot project before they’re ready to buy into your vision with a yearly contract. There’s one big “but” here, though: the Free Trial or Pilot extra step is actually increasing your sales cycle and can become very distracting if you don’t set the right goals upfront. Bottom line, even if your clients buy your vision, remember that they still expect to achieve results with your product. By setting low expectations, you’re giving yourself more wiggle room to reach and exceed them. If you are unable to reach the expectations they have, then update your CRM accordingly (prior to the trial/pilot) and ensure you hit them once your product has evolved.

3 - Don’t forget to shut-up

Here we are, you finally succeeded to reach a potential client and have this amazing opportunity to talk about your vision. Everyone loves to talk about themselves, and so do you… But guess what, most probably your clients like it too. Start with a very simple, yet challenging exercise and try to pitch your vision in 7 words or less. Remember that the aim of your elevator pitch is to make your prospect curious. Afterwards, you should have a list of qualifying and discovery questions to immediately determine if your client matches your Ideal Customer Profile (see this ICP template with eg here). Once you understand better what your client’s KPIs are, your questions should be challenging and pain-oriented to place your product as the painkiller.

4 - Never down-sell competition

Competition is great. It confirms that your idea wasn't so ludicrous after all and that there is a market for your vision. Competition will also put pressure on the product team to always be open to client feedback and constantly innovate with new features. However, I see many startup founders and sales people becoming very emotional once we start talking about competition. Just keep in mind that your client might already have a trustworthy relationship or have a good opinion about your competitors. By trying to down-sell them, the only message you communicate is fear. I remember when I was working at Trustpilot, 50% of our inbound leads used to come in right after talking to one of our competitors, who was constantly down-selling us. We were very good at closing those leads.

5 - You don't need a marketing budget

I hear this one too often: "Sales are not picking up as we don't have any marketing budget". Excuse my French, but this is a very lame, full of sh*@! excuse. When you are an early stage startup, your main goal is to get a product-market fit. The only budget you should have is for VOIP phone service provider and be on the phone (at least) 50% of your time - talking to prospects and clients. There is no gratitude in outbound sales; it's tough and very time-consuming, but there is no other way to get the feedback you need from your potential clients.

6 - It's (very) OK to copy others

Seriously, I think our generation is blessed. Our job is a ton easier since we have the Internet. You don't need to spend countless hours designing a landing page or a pricing page, as you have plenty of examples and templates available out there. And let’s be honest,most of your visits are from your team and your Mum anyway. You can also follow plenty of rockstar blogs (Yesware, Pipetop, Datanize, close.io, Nick Persico, Predictable Revenue)  that share great cold email templates, which you can tweak for your email outreach campaigns and follow-ups.  So, please, use and abuse all of these resources.

7 - Get ready for your new job

This point can be a rather sensitive spot for many startup founders and early stage sales employees. The truth is, you did an amazing job when the company needed to get the first clients on-board and confirm the product-market fit, etc. Now you need to setup commission plan based on sales targets and hire/manage sales reps who can work with the support team and, whether you like it or not, this is a completely new story. You (or the sales guy in your team) need to be ready to step-up at any moment to make sure you constantly have the best talent in your team!

8 - Understand your sales funnel

All too often startups work very hard but forget to measure what they do. So, when you ask the founders how they did what they did, they typically say something along the lines of: "We worked very hard and then something happened". And  when asked if they know how to repeat their success, they most commonly say they are going to work very hard again. There is nothing wrong with working hard; but in order to be able to to repeat your success, you need to understand your sales funnel and have as many data points from your ICP in the CRM as possible. So when you do your sales report and look at the bottom of the funnel, you can see what type of clients are moving down and add more of these leads to the top of the funnel!

9 - Systemize repeatable tasks

The rule is simple - if you do something more than twice, systemize it. For example, as soon as you start moving your leads down in the sales funnel, you will need a call summary, different offers and follow-up emails. You can create templates for all of them and systemize these steps. I highly recommend to use tools like Yesware for this, as you can also measure the reply rate and share those templates with your team.

Thanks Jean-Baptiste Daguené for sharing these sales tips with startups' community!

Ilma Nausėdaitė: Inbound Marketing for Startups (VIDEO)

Not too long along, Startup Lithuania ran a seminar on inbound marketing with Ilma Nausėdaitė, CMO at MailerLite, among the speakers.

Ilma spoke about creative inbound tactics that MailerLite uses to compete with huge corporations like Constant Contact and Mailchimp. 

Ilma used some of the material from our seminar for another presentation and for a video she recorded and shared with our readers. So if you could not make it to the event, you’ll find many of Ilma’s examples and pieces of advice in this video!

Thank you Ilma!

The Power of International PR for Startups

Public relations is a lot more multifaceted than most startup founders realise. PR not only helps your startup stand out from your competitors in an always buzzing market. PR is the practice of building your reputation and shaping a public image. Mastering the art of representing yourself correctly will go a long way in attracting attention and making your voice heard.

Julija (JJ) Jegorova, a trained journalist who has been working in international PR for the past decade shared her thoughts on the topic of startup PR at one of Startup Fair 2020’s online sessions. Here, she went over the most important things to pay attention to in order to properly harness the power of PR, as well as outlining some of the most common mistakes and challenges that startups face along the way.

According to Julija, PR builds your reputation, molds your public image, and makes you stand out from your competitors. 

According to Julija, PR offers many benefits often overlooked by startups. And there are a lot of things startups can do themselves early on to be successful with international media outlets. The issue is that new startups tend to lack marketing expertise. Especially for startups coming out of smaller markets like Lithuania, international experience might be lacking, and the temptation might be to resort to PR tactics that work at home, without a strategy that contemplates their actual target audiences. By definition, startups are businesses with a strong emphasis on scalability, meaning that for startups in small countries the audience will necessarily be international.

Sometimes, public relations is confused with advertising but it’s not the same. You can buy an ad, but you can’t buy a reputation. Edelman’s trust report 2019 gives us some interesting insights: 67% of people say: “A good reputation may get me a product, but unless I come to trust the company behind the products, I will soon stop buying it”. And 3 in 4 people (74%) avoid advertising by using ad-blocks, changing media habits and/or paying for streaming services.

Julija defines PR as building your reputation through activities such as media relations, investor relations, thought leadership, crisis management, events and speaking engagements as well as creative stunts. It’s all about enhancing and protecting your reputation. But it’s important to understand that not all PR is necessarily good PR. How to distinguish it from the bad one? Good PR:

  • Starts with a strategy that ties into the overall business and marketing strategies.
  • Being proactive in creating and sharing new stories, not just business milestones.
  • Always timely and relevant
  • Properly tending to your press office – try not to lose media opportunities.
  • Saying “no” is an integral part of the job.

And bad PR means:

  • No plan, no strategy, no purpose
  • Selling the product and not the story
  • Poor timing
  • Neglecting research – reaching out to random journalists

Julija notices that many startups in the Baltics use newswires in the wrong way. They become content with their releases simply being copied into the press wire section of well-known publications. The bad news is that it has no impact. Why? Anyone can pay to have their press release on a wire, that is not an actual PR achievement. Wires are generally used by larger, mature companies for stories that will have a wider appeal. For startups, this is lazy work that almost never pays off. It’s important for startups to know how to communicate with journalists. It will be clear to most sophisticated readers, such as investors, that it’s not a real editorial piece.

During the session, Julija emphasised that local Lithuanian news will rarely go international. Why? The local media news is limited in terms of stories, meaning there is less competition for a story to make it to publications. Also, home-grown success makes it easier to be featured in the local news. Internationally we see a lot more outlets but even more startups with stories to compete with. You need to understand newsworthiness, and what will be newsworthy for a given journalist or publication. It might be that you don’t actually have a story. 

Having first devised a marketing strategy, once you’ve considered and defined your PR goals you can start thinking of more specific actions. So, what are the things you can do without spending a lot of money? Julija gives a number of suggestions:

  • Try to always understand what is really important to say, the timing of your story, the impact you are making on customers or others, and whether you are geographically relevant.
  • A press kit is a PR essential. What is it? It’s made up of the company backgrounder (1-2 pages), founders’ biographies and short editions of these that can be used for different purposes. How should it look like? Straightforward and compact. It should also include high quality photographs. It should be easy to understand the origin and the ambitions of the company.
  • You would also do well to include a press page on your website. It’s a page where journalists can find information relevant to them, because typically they look for different information, packaged in a different way than consumers or customers.

So, you have the PR kit, press page and newsworthiness. What is next? Here are some tips on kick-starting media relations:

  • Don’t promise something you cannot deliver
  • Some journalists prefer direct contact with the Founder, CEO or executive. That’s OK. Facilitate introductions
  • Not doing basic research means pitches can be irrelevant. Journalists hate irrelevant pitches
  • Encourage the CEO and other executives to develop relationships with journalists
  • Choose the best medium to pitch: 94% of journalists prefer being pitched via email, 22%-Twitter. Do your research
  • Timing is key: 55% of journalists prefer to be pitched in the late morning 9AM-12PM

Julija notes that sometimes startups can get carried away and proceed in a way that is not the most productive. These are the main mistakes done in PR:

  • Underestimating the power of traditional media
  • Poor timing and expecting miracles
  • Lying and overpromising to the media and your audience
  • Overcomplicating the language and the message

Startups might not become PR experts overnight, and it’s very possible some mistakes will get done in the beginning. But let’s remember the old saying “practice makes it perfect” and let’s keep going!

 

Tips From jobRely: Best Practices For Reaching Key Players In a Digital World

After the development of an MVP, every startup wants to scale. It means getting traction, attracting employees, and most often raising investment in order to fuel the first two. This article offers some advice on how to do that with the help of LinkedIn and email automation.

Why LinkedIn and email?

Before we go any further, why not LinkedIn or email? Since we are speaking about cold outreach, communication via LinkedIn messaging has certain advantages over email. First, you can check quickly who is writing by taking a look at the sender’s profile (hence the importance of polishing your LinkedIn page). If the message is coming from a Founder/CEO, people will be more likely to respond, even if negatively. Second, LinkedIn inbox tends to be cleaner, because it lacks newsletter subscriptions, intra-company chatter, and whatever else that clogs your corporate inbox. Third, LinkedIn InMails arrive not only on LinkedIn’s own messaging platform but on email inbox too. This is why we notice higher response rates to outreach via LinkedIn messaging in regards to job offers, investor pitches, and sales proposals.

However, there are disadvantages too. LinkedIn is less regularly used than email (40% of users visit the site daily, but average usage is only 17 minutes a month). Therefore, to maximize the response rates to your outreach campaigns, we recommend to start your communication sequences on LinkedIn and then jump to email for a final push.

Why automation?

To find an employee that you like and who is keen to jump ship using a direct approach via LinkedIn and email you will need to reach out to a few hundred people (provided everyone on the contact list is someone you are interested to talk to). To find investors and new clients, you may have to source and write to thousands of recipients. Considering that a campaign includes 4 touches to solicit a response (LinkedIn connect request, a follow-up message, InMail, and email), you are looking at a huge number of messages to be sent out to. When you add to that response management and keeping track of different threads and follow-ups, it’s easy to see that this is a task that requires some form of automation.

There are a plethora of email marketing platforms and LinkedIn automation tools. However, those that integrate these two channels into seamless campaigning across both are rare. Most such tools have a learning curve and have to be set up, maintained, and trouble-shooted, therefore don’t expect that automation is a holy grail that works with a push of a button. It is thus prudent to consider using such tools yourself or outsourcing to someone who can deliver results. 

Finding employees using LinkedIn and email automation

Finding employees and reaching out to them using LinkedIn and email automation begins with sourcing. There are many specialized platforms on the internet dedicated to engineers, doctors, and other professionals, but let’s consider LinkedIn, which is the most ubiquitous. Even with a paid account of LinkedIn Recruiter or similar, sourcing a few hundred profiles that fit who you are looking for is a task that is only deceptively easy. You would think that filtering by geography, title, seniority, and some keywords will produce you a contact list. It will, but don’t expect that more than 1 in 10 profiles will be a hit (sometimes you will browse a hundred profiles to find one which is worthy to be included in the campaign). It’s not that LinkedIn’s filters don’t work (although sometimes you wonder why a certain profile was included in the search results); it’s just that experience and skills — the two main criteria — are not sufficiently defined by the number of years and keywords alone. You want to evaluate the caliber of previous employers, the scope of responsibilities behind the titles, the depth of skills acquired based on projects and achievements undertaken, and the general progression of the career. A seasoned human eye can make these subtle calculations, but a filtering algorithm cannot (at least not yet). For a more in-depth discussion on finding employees using LinkedIn and email automation, read the blog.

Finding investors using LinkedIn and email automation

Sourcing investors is easier than sourcing employees. Say, if your startup is in digital health, it is not very hard to obtain a list of angels who previously invested in this space - you can start on Crunchbase and/or AngelList, apply a few filters, and voila. But going after them with a direct approach will yield a lower response rate than going after employees. To get on a call with an investor it may take reaching out to a 100. And you might need 10 calls to land 1 who is willing to open the purse. Even if you use automation tools to reach out to so many, you will need much more time to manage all responses. The first question from an investor replying to a campaign message is usually “send me a pitch deck” (therefore, have one ready). You may also be asked about traction, burn rates, product stage and other questions before the call is arranged. However, when you finally get to speak to an investor, he/she already knows about you and his/her willingness to talk more means that you have a genuine opportunity to close. For a more in-depth discussion on finding investors using LinkedIn and email automation and various strategies worth trying, read the blog.

Finding new clients using LinkedIn and email automation

Not all products and services are worth pitching using LinkedIn and email automation. There are three constraints to consider before engaging this method: reach, price and bandwidth.

You can reach about 2000 contacts per month using one LinkedIn and email account, because LinkedIn limits about 100 messages per day and excessive email use may flag your messages as spam. Therefore, if your product is B2C, you might want a wider reach and opt-in, which can be provided by advertising.

Lead generation via direct LinkedIn and email approach is not cheap. It’s not easy to put a concrete number as it varies case by case, but it’s definitely in the tens of dollars and perhaps up to a few hundred per lead. If your product is low value (e.g. low monthly fee) and customer lifetime value is below $1000, this method might be too expensive.

Last but not least is bandwidth constraint. Some products can be pitched in two-three sentences; others are not that easily explained without interaction. The rule-of-thumb is that LinkedIn and email automation is a viable channel when you are able to zoom in on a very specific pain that your target currently experiences and you have a solution which is somehow unique. To make sure that your message is going across the bandwidth constraint A/B testing of messages is strongly advised. We’ve seen many campaigns that start with almost no leads for a month and then gradually produce results as messages get refined and target segments become more granular. 

Using LinkedIn and email automation for finding employees, clients and investors is probably the quickest and cheapest way to hire, sell and raise. LinkedIn yields better response rates than email, but using both seamlessly is even better. Automation is clearly required for outreach campaigns with hundreds or thousands of recipients, however, it's not holy grail as significant manual work is required for pre-campaign tasks (sourcing) and post-campaign tasks (response management). There are different key success factors for hiring, selling and raising using LinkedIn and email automation, but to name one for each: for finding employees - sourcing; for finding investors - response management; for finding new clients - A/B testing of messages.

 

The article is written by Indre Kaikare, Founder & CEO of jobRely.

3 Biggest PR Mistakes Startups Make

A general observation we see when it comes to startups expanding abroad is that they are missing a person with experience and expertise on how to carry out marketing internationally.

In general, startups are founded by two co-founders, one of them with a sales profile, typically the CEO, focused on overseeing the startup generally and raising investment, and the other a technical person, a CTO focused on creating and perfecting a product to make sure it adds value for its target market. Unfortunately, the CMO, who can be a vital connection to the startup’s target audiences, and the maestro of the orchestra that is marketing, is often missing.

There is a number of common issues with how they approach PR: 

MISTAKE #1: Lack of strategy or plan for PR and communications

Marketing and PR are often left until the last minute. At that moment, the founders also realise the startup has limited marketing expertise in the team, and need to quickly find a solution because they want to go to the media. Startups tend to have a business strategy in place, but will leave out marketing. Many think that users will flow in and that their reputation will be crafted in the way they want by default, and miss out on shaping their own image.

Lack of awareness of how the media works, and the meaning of newsworthiness, is also an issue. Startups won’t land placements in publications such as the BBC, TechCrunch or The New York Times “just because”, it doesn’t work like that. Unfortunately, there is a misconception that PR is about blasting a press release to as many journalists as possible and seeing what sticks. And the reality couldn’t be further from that. The startups with the best PR results are those that are able to forge a solid reputation not only in front of sophisticated venture investors, industry peers and future employees, but also, importantly, journalists themselves. A startup wishing to achieve a certain reputation and awareness in relevant public conversations cannot simply rely on blasting press releases every now and then. They need to invest in real, interpersonal relations with key journalists.

The lack of awareness of how PR works also mean startups often underestimate the time needed to build the foundations of the company’s press-friendliness and prepare to reach out to the media in a meaningful way. 

Another common misconception is that some startups believe PR agencies will land them placements because they know journalists. Journalists are professionals who will do their due diligence about a startup before reporting about them or including them in a story. After all, startups are companies without previous validation. Therefore, as part of the first steps in the media, PR teams should take steps to maximise press-friendliness. This means startups should have everything about them that can be accessed publicly presented in a way that will seem favourable and tick the boxes of what the potential journalists are looking for. And of course, the stories to go out to the media need to be newsworthy.

Before doing any media outreach, you should have a clear strategy and be very specific about two things. First, who you are targeting, and secondly, what problem you are trying to solve. Some of the things to keep in mind:

Who is your competition? This might seem to be an easy question to ask, but it will help to know them “inside-out”: by the end of the day you will be compared and you want to make sure that what you do is done better or in a way that stands out more.

Who is your ideal customer? Imagine your ideal customer and develop their persona: what they are like, what they do, where they work, what they read – the latter will help you to decide on what publications to target (you might be surprised that the BBC or the Financial Times might not be your first choice, but that instead, it’s a better idea to look into more niche media outlets).

Awareness / Acceptance / Action – these are the main objectives you should strive for, but for each startup, the importance of each might differ, so make sure that you and your team know what you are striving for: it might also be that other marketing tools, such as social media advertising, are more adept for certain objectives.

MISTAKE #2: Not having a press kit and a press page

Journalists – like your customers – have their own “customer journey”. This leads us to one of the most common mistakes startups make: not having a press kit and a press page, which make the job easier for journalists. They are under immense pressure to produce good quality news pieces and are extremely limited for time. These items will help you to communicate directly with journalists and will save both your and their time when landing those desired news pieces. For some journalists, making it too complicated to find the right contact, or having to wait too long for a text, can be a dealbreaker.

Your press kit should consist of:

A company backgrounder. Should be straightforward, factual, but exciting to read and written in a media-friendly tone.

A founder bio. Should give the whole story in short about the person (or people) behind the company, what is his/her vision and where is he/she headed with the business.

High-quality images and professional photography. Do not underestimate the power of good quality imagery. It’s definitely worth investing in! These should tell your story and subtly showcase your product and brand. You should have photographs of the team and founders.

Having a press room/media center on your website will – in the future – help you with getting more attention by making sure journalists go to the right place, are aware of the right things and contact the right person. Journalists might not want to get in touch with an info@ email address, but a press@ will give the impression that you can attend to their needs and answer in a timely fashion. Besides having a downloadable press kit, always add media logos and links where you landed news pieces. It should also have your press releases and, most importantly, correct and relevant contact details.

MISTAKE #3: Thinking you can buy news articles (spoiler alert: you can’t)

This is a common thought among those who are new to the world of media and PR, especially in some countries newer to the startup game. “Why can’t we just pay a journalist to write about us what we want?” is a question that I’ve heard in my career one too many times. Unfortunately, a lot of people think that you can simply buy articles (and journalists!) in top publications (without specifying that it was “sponsored” or “paid by”, which are advertorials, not articles). 

It is worth noting that reputable media outlets such as The Financial Times and journalists cannot be bought as their reputation will be at stake. They will also not simply re-print your press release. Journalists forge their own reputations by producing quality articles. You can use the money to help build an image in other ways, but at some point, you will need third-party validation and a certain public perception that will demand real credibility. This will come from merit.

Another common mistake that goes with it is expecting the news article to have links to your website or product, or have a call to action. A lot of media publications avoid providing any links due to their editorial guidelines, with exceptions made in order to provide informational value. Journalists are doing journalism, not advertising.

And finally, a word on news wires and how not to use them. Newswires are paid services that exist, and rightly so, as they play a role in how some news are distributed. However, the online repositories that host press releases boosted by wires are not actual media placements. We’ve seen startups pay for wires unnecessarily. Their press release is then uploaded to certain repositories, a section within publications to host press releases, which are later highlighted as media wins. Newsflash for them: those are not media wins, there is no involvement by a journalist, and are making fools of themselves on social media if they pretend they are the prize.

Wires are useful for short term SEO on Google News, something that can be useful as a larger company to obtain other coverage. For long-term SEO benefits, and if you’re confident enough, it might be a better strategy to have announcements on your own site. But nothing beats knowing the journalists that cover your industry and engaging with them in the right way.

 

The article was written by Julija Jegorova, Founder at Black Unicorn.

HubSpot for Entrepreneurs Offers Program To Support Startups In Building a Scalable Growth Strategy

You may have heard the term "inbound" before — but what is it, exactly? Inbound is a methodology for growing your organization. It’s based on building meaningful, lasting relationships with your prospects and customers through valuable content and experiences. It’s also about valuing and empowering these people to reach their goals at any stage in their journey with you. Why is that important? Because when your customers succeed, you succeed.

What is the HubSpot for Startups program?

EDUCATION RESOURCES AND TAILORED TRAINING | Content, masterclasses, and 24/7 support to get your startup growing. From board deck templates to quick tips on customer acquisition, this content is made just for you. Plus, you’ll have access to world-class support from HubSpot experts and a startup-friendly onboarding experience.
PROFESSIONAL SOFTWARE, STARTUP PRICING | Access to HubSpot Growth Platform, a full suite of software for marketing, sales, and customer service, with a completely free CRM at its core at a startup-friendly price, to help you grow and scale better. The software grows as you do, so you have access to in-person product training, too. All of this is up to 90% off. [Learn more about the software here.]
INTEGRATED PLATFORM FOR STARTUPS | Access to over 500+ software integrations, many at startup-friendly pricing, as well as the opportunity to build integration on the HubSpot platform.

Through the partnership with HubSpot for Entrepreneurs, companies affiliated with Startup Lithuania can benefit from 30% off the software in the first year and 15% recurring.

Who is eligible?
Any startup that meets certain funding criteria is eligible for this exclusive program! See below for more details:

If you are...

  • A startup with under $2 million in funding | You are eligible for up to 90% off HubSpot software in your first year, 50% off in your second, and 25% off ongoing.
  • A startup that has raised over $2 million in named funding up to and including Series A | You are eligible for up to 50% off in your first year, and 25% off ongoing.

Get to know more about the program here

HubSpot for Entrepreneurs is dedicated to providing you with the tools and support to build a scalable growth strategy. From day one, customer acquisition and customer retention, has never been easier than with HubSpot for Entrepreneurs.