# 218: Best Sales Processes for Selling Hardware Products

- Show: [Product Startup](https://hardwarepodcasts.com/podcast/product-startup)
- Published: 2024-03-21
- Length: 22m
- Page: https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products
- Listen: https://productstartup.com/podcast/218-best-sales-processes-for-selling-hardware-products/

## Summary

Wesleyne Whittaker, CEO of Transformed Sales, outlines a three-phase sales process for hardware startups: prospect, nurture, and close. She emphasizes that founders must extract their technical knowledge and educate potential buyers through multi-channel content, such as video and writing, to demonstrate value rather than competing on price. Whittaker advises using a Minimum Viable Product (MVP) entry point to build customer lifetime value and argues that price objections are actually failures to communicate product worth.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products#t=0) Introduction: Wesleyne Whittaker and Transformed Sales
- [3:04](https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products#t=184) Defining the Sales Process: Prospect, Nurture, Close
- [5:26](https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products#t=326) Prospecting: Educating Ideal Clients via Multi-Channel Content
- [11:00](https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products#t=660) Handling Objections: Value Communication vs. Price Discounts
- [15:36](https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products#t=936) Closing: MVP Entry Points and Customer Lifetime Value

## Topics

- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)

## Most relevant to

early-stage companies

## Mentioned

- Transformed Sales (company)
- Mako Design (company)
- Shopify (other)
- Amazon (other)

## Related episodes from other shows

- [The Importance of Defining Project Milestones with Dave Millman of SalesDev.Global](https://hardwarepodcasts.com/podcast/predictable-designs-podcast/2020-08-24-the-importance-of-defining-project-milestones-with-dave-millman-of-salesdev-glob) (Predictable Designs Podcast)
- [#066 - How to apply lean startup principles to hardware, with Ash Maurya of Leanstack, USA](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2019-01-16-066-how-to-apply-lean-startup-principles-to-hardware-with-ash-maurya-of-leanstac) (The Hardware Entrepreneur)
- [#053 - Which one to choose - b2b or b2c for hardware startups, with Balint Horvath, your host, Switzerland](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2018-04-25-053-which-one-to-choose-b2b-or-b2c-for-hardware-startups-with-balint-horvath-you) (The Hardware Entrepreneur)
- [13 Reasons Why New Hardware Products Fail](https://hardwarepodcasts.com/podcast/predictable-designs-podcast/2022-11-23-13-reasons-why-new-hardware-products-fail) (Predictable Designs Podcast)
- [S1 E7: Level Up Your Hardware Product Pitch with Haje Kamps](https://hardwarepodcasts.com/podcast/the-builder-circle/2023-06-27-s1-e7-level-up-your-hardware-product-pitch-with-haje-kamps) (The Builder Circle)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/product-startup/2024-03-21-218-best-sales-processes-for-selling-hardware-products. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Product Startup.