Learning to Design Sales Process by

Reverse Engineering SV.COSanjay Vijayakumar

All companies need at-least 1 customer to move from step 3 to step 4

“Finding a customer” is an abstract concept because you

have not done it before.

“Addition” - the process by which you add two numbers was also

an abstract concept once.

If you understand addition - then you can add any two numbers.

If “you” were teaching in college, you would have taught very differently

from the current teachers.

But the teacher doesn't realise this.

This is because the teacher cannot “think from the customers

shoes”.

Founders have to learn the art of “thinking from customers shoes” so that you can convey the “value” of your product in a

language that customers can understand.

Thinking from customers shoes is an abstract pattern.

You can learn this pattern by reverse engineering.

Todo Target: Reverse Engineer the Sales Process of SV.CO

If you were running SV.CO, how would you find customers?

Why?

SV.CO is possibly the best product you know now really well

How will you design the sales process of SV.CO?

1. Who is the customer?2. How will you find him?3. What will you tell him?

Once you do this thinking, an Abstract Pattern of thinking from customer

shoes will come to your head.

Now, you will be able to think more clearly on how to find your own

customers and design your sales process.

Exactly like you can add any two numbers once you understand

the abstract of addition.

Lessons like Customer Persona, Story Narrative etc will all start making sense now.

For example - not everyone is a SV.CO customer.

Only students who are able to work in teams and have a developer, designer and product engineer can join SV.CO

The deeper you think about designing the sales process of SV.CO, the deeper the

abstract thinking pattern will become in your head.

Deeper the pattern, the better you will be able to use it to solve your

own problem of finding a customer.

Tip: We learn about quadratic equations, but we never use

them in real life.

In real world, every company and successful startup has a customer. If you learn this abstract

thinking, you will be able to use it all through your life - whether in your company or for someone else.

If you are successful, you will go to Step 4 and continue your

journey in 10 steps to ROI

Also write down your insight in your timeline entry as to what you learnt on designing sales

process through this process of reverse engineering

Insight = new learning, action items or other todo tasks.

All because you performed this task.

Insight pointers: The real understanding of previous topics will come out clearly as you

attempt this task.

1. Customer Persona2. Growth and Value Hypothesis

3. Story and Narrative

Don’t forget to check the Rubric for

pointers.