This is a good sales process overview. Startups typically face two additional challenge with their early sales: they can't be sure if they have the right product (or an adequate feature set) and they can't be sure if they have the right message. They may also lack sales skills but early adopters are more tolerant of that if they can figure out what you have. Two good books on technology sales process that are worth reading for additional background are

Spin Selling by Neil Rackham

Solution Selling by Mike Bosworth