Sales For Startups- Prof. Ramesh Venkateswaran-March 08

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Sales is arguably the most important function in any Startup. Whether online, or a traditional brick-and-mortar business, or a combination of both, Sales is key for success of any Start-up. As founder member, you need to understand sales and how you should use salespeople productively and efficiently.

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Sales For Startups- Prof. Ramesh Venkateswaran-March 08

  1. 1. SALES 4 STARTUPS RAMESH VENKATESWARAN 8 March 2014 1 Ramesh Venkateswaran
  2. 2. CURRENT ENVIRONMENT – CHANGING THE PLAN TODAY MARKET THE PLAN PLACE • Some Competition basics of selling • Speakers – • Global competition key sales lessons •Panel discussion • Shorter Product life cycles • Q & A and • Blurred boundaries – • product alternates and technologies eg. Steel/ • Wrap up Al /paper/plastics / paper ….. 0108 2
  3. 3. WHY DO ORGANISATIONS EXIST ? WHAT IS SELLING ALL ABOUT ? WHY AND WHEN PEOPLE BUY AND WHAT ARE THEY REALLY BUYING ? June 08 3 Ramesh Venkateswaran
  4. 4. THE CURRENT SCENE IN THE FLAT WORLD  Globalization – no boundaries  Basic products - identical  Commodities are technologized ; technologies are commoditized  Communication  Awareness and education levels  Changes in attitudes , expectations – promiscuous 4 Ramesh Venkateswaran
  5. 5. WHY DO ORGANISATIONS EXIST ? WHAT IS SELLING ALL ABOUT ? WHY AND WHEN PEOPLE BUY AND WHAT ARE THEY REALLY BUYING ? June 08 5 Ramesh Venkateswaran
  6. 6. SOME THOUGHTS ON SALES • Concept •Selling • Value • Price 6 Ramesh Venkateswaran
  7. 7. What is my product ? What is it supposed to do ? Basic requirement for selling – need ? June 08 7 Ramesh Venkateswaran
  8. 8. THE CONCEPT June 08 8 Ramesh Venkateswaran
  9. 9. THE CONCEPT • Why • What • How • For Whom June 08 9 Ramesh Venkateswaran
  10. 10. Possible situations for offering June 08 10 Ramesh Venkateswaran
  11. 11. June 08 11 Ramesh Venkateswaran
  12. 12. A more convenient shopping experience than crowded big box stores where the staff routinely ignored customers. …. The company’s ability to personalize a version of the website for each shopper based on his or her previous purchases. ……. Everyone would one day use the Internet at high speeds , not over screeching dial up modems and that the infinite shelf space of the Web would enable the fulfillment of the merchandiser’s dream of the everything store – a store with infinite selection The Everything Store : Brad Stone The EverythingStore : Brad Stone - p 41
  13. 13. Every time a new feature or product was proposed, he ( Jeff Bezos ) decreed that the narrative should take the shape of a mock press release. The goal was to get employees to distill a pitch into its purest essence, to start from something the customer might see. Bezos didn’t believe that anyone could make a good decision about a feature or product without knowing precisely how it would be communicated to the world and what the hallowed customer would make of it. The Everything Store : Brad Stone The EverythingStore : Brad Stone - p 176
  14. 14. THE CHANGING ENVIRONMENT
  15. 15. Today tech companies are becoming like other enterprises While Other enterprises are becoming more tech enabled and dependent Ex: Need to understand implications of the adoption / diffusion cycle both from point of view of product and market / buyers
  16. 16. Addidas I - Microprocessors • 5 million calculations per second • Adjust the heel and sole for off road, trail running , pavement etc. Ramesh Venkateswaran
  17. 17. Gillette Razor Ramesh
  18. 18. Gillette Razor • 5 blade shaving surface technology • 1 Precision Trimmer • Battery operated • Auto switch off after 8 seconds accidental activation • Low battery indicator – when to change battery Ramesh Venkateswaran
  19. 19. Value – what’s that ? What is your product expected to do ? June 08 23 Ramesh Venkateswaran
  20. 20. TO PUT IT SIMPLY OUR PRODUCT CUSTOMER
  21. 21. TO PUT IT SIMPLY OUR PRODUCT CUSTOMER
  22. 22. TO PUT IT SIMPLY OUR PRODUCT VALUE ? CUSTOMER
  23. 23. TO PUT IT SIMPLY OUR PRODUCT COMPETITOR CUSTOMER
  24. 24. TO PUT IT SIMPLY CUSTOMER A OUR PRODUCT C B COMPETITOR
  25. 25. TO PUT IT SIMPLY CUSTOMER A B C OUR PRODUCT COMPETITOR
  26. 26. June 08 30 Ramesh Venkateswaran
  27. 27. To Conclude: SALES EFFECTIVENESS June 08 31 Ramesh Venkateswaran
  28. 28. Quality Effort Quantity Direction Results
  29. 29. WHAT IS PRICE ? Competitive Analysis • Differentiation Consumer Analysis • Segmentation Product / Service Positioning Marketing Strategy • Product • Communication • Distribution Competitive Offerings Perceived Customer Value Price Cost Profit 33 Ramesh Venkateswaran
  30. 30. Thank You !! June 08 34 Ramesh Venkateswaran

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