Introducing the Minimum Viable Sales Method (MVSM): A Founder's Sales Method
Selling into mid market and enterprise B2B as a founder can feel daunting, especially without formal sales experience. The Minimum Viable Sales Method (MVSM) is designed to address this challenge with a clear, practical framework. It equips founders with the essentials of strategic selling without overloading with complex, traditional sales methodologies.
Core Pillars of MVSM
1. Problem-Centric Selling MVSM begins with a deep focus on the buyer's pain points. It’s not about pitching features but about understanding and aligning with the problems your product can solve. This approach is supported by the principles of Prospect Theory and Loss Aversion—psychological insights that show people are motivated to avoid pain and risk. This means framing your solution around the key problems your buyer faces right now and positioning it as the answer.
2. Buyer-Centric Selling Buyer-Centric Selling is about mapping your sales process to the buyer’s journey. It requires understanding who will be impacted by your product, especially across complex, multi-stakeholder environments. MVSM prioritises buyer alignment by establishing a clear answer to Why Change? Why Now? Why You? the questions that move a buyer from interest to commitment.
Navigating the Sales Process with MVSM
Overcoming Status Quo Bias and FOMU Inertia is a common barrier in B2B sales, known as "status quo bias." MVSM addresses this by focusing on creating urgency, challenging the buyer’s comfort with their current situation, and communicating the benefits of change. The method also tackles FOMU (Fear of Messing Up) by positioning your product as a safe, strategic choice. It’s about reducing the perceived risks associated with change and offering a future state that feels achievable and beneficial.
Creating a Compelling Current and Future State An essential part of MVSM is defining the current state (where the buyer is) and the future state (where they could be with your solution). This helps articulate where your product fills, where the solution is the bridge to an improved future state. MVSM recommends focusing on the potential risks of inaction and the quantifiable improvements your product offers, making it easy for buyers to visualise the value of moving forward.
Why MVSM is Effective for Founders
Simplicity: MVSM is streamlined to include only what founders need to close deals, making it accessible for those with little or no sales experience.
Buyer-Alignment: By anchoring the method in the buyer's needs, challenges, and decision-making process, MVSM offers a roadmap that feels relevant and effective for B2B prospects.
Immediate Application: Founders can use MVSM to approach sales conversations with confidence and purpose, knowing they have a structured, buyer-focused approach.
MVSM is designed for technical founders and product-focused leaders who need to establish a foothold in B2B markets. By focusing on essential principles, problem-centric and buyer-centric selling, founders can approach complex sales with clarity and purpose.
