# 103: How to Get a New Product’s First B2B Sales

- Show: [Product Startup](https://hardwarepodcasts.com/podcast/product-startup)
- Published: 2021-11-24
- Length: 27m
- Page: https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales
- Listen: https://productstartup.com/

## Summary

Patrick Daly, author of 'Just Start Up' and serial medical product entrepreneur, explains how startups can secure their first B2B sales by leveraging networks, referrals, and direct phone outreach to industry opinion leaders. He emphasizes the importance of speed, using the 'speedboat vs. super tanker' analogy to highlight how early-stage companies can outmaneuver large corporations through agility and rapid decision-making. Daly also advises on protecting intellectual property through exit clauses in exclusive licensing deals and maintaining brand identity to ensure long-term commercial viability.

## Chapters

- [0:46](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=46) Introduction: Patrick Daly and B2B Sales Strategy
- [2:41](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=161) Daly's Background: From Food Van to Medical Products
- [5:50](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=350) Starting B2B Sales: Networks, Referrals, and Phone Calls
- [8:42](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=522) Exclusive Deals, Exit Clauses, and Sales Quotas
- [12:02](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=722) Speedboat vs. Super Tankers: The Startup Advantage
- [14:56](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=896) Retaining Identity in White Label and Licensing Deals
- [19:48](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=1188) Listening to Buyers and Planning Technology Roadmaps
- [23:50](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales#t=1430) Innovation Through Logic and Customer Feedback

## Topics

- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Intellectual property](https://hardwarepodcasts.com/topic/intellectual-property)

## Most relevant to

early-stage companies

## Mentioned

- Just Start Up (product)
- Mako Design + Invent (company)
- BMW (company)
- Simcare (product)

## Related episodes from other shows

- [Business of Startups with Marty Zwilling of Startup Professionals](https://hardwarepodcasts.com/podcast/predictable-designs-podcast/2020-03-01-business-of-startups-with-marty-zwilling-of-startup-professionals) (Predictable Designs Podcast)
- [Timeless Sales Principals and Fundamentals w/ Mike Weinberg](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg) (The Manufacturing Executive)
- [Preventing the Death of Medical Device Sales](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales) (Global Medical Device Podcast)
- [#044 - When not to start a startup - how to license your idea (Part 1), with Stephen Key of inventRight, USA](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2017-12-20-044-when-not-to-start-a-startup-how-to-license-your-idea-part-1-with-stephen-key) (The Hardware Entrepreneur)
- [#046 - When not to start a startup - how to license your idea (Part 2), with Stephen Key of inventRight, USA](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2018-01-17-046-when-not-to-start-a-startup-how-to-license-your-idea-part-2-with-stephen-key) (The Hardware Entrepreneur)

## Citing this page

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