The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci at PARISOMA Workspace in San Francisco, CA on August 28, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
Power point presentation on enterprise performance management
The Sales Opportunity Canvas: Finding Your First [Enterprise] Customer, Then 10 More...
1. +
Finding Your First [Enterprise]
Customer, Then 10 More…
PARISOMA
San Francisco, CA
August 28, 2013
2. +
Today’s (very aggressive) Objectives
By the completion of today’s workshop, you will
be able to:
Construct a Sales Framework;
Evaluate gaps and voids in the sales process;
Identify Buyer Types, Stages of the Sales, and
Stalls;
Develop Value Statements.
Define milestones & metrics.
9. +
Exercise
Why does your Customer buy your product?
+ Revenue?
- Cost?
+ Efficiency?
- Risk?
[3 minutes]
10. "You‘ve got to start with the customer
experience and work back toward the technology -
not the other way around.“
- Steve Jobs, May 1997, World Wide Developers Conference
Obligatory
Steve Jobs
reference
12. Source: “The SPIN Model,” White paper by Huthwaite Institute. Available online here:
http://img.en25.com/Web/Huthwaite/%7B55d0f3f4-051e-4cdf-a25f-97cc3831c383%7D_The_SPIN_Model.pdf
Challenge #2: Implied vs. Explicit Needs
13.
14. 1. Situation Questions
Fact-finding questions to establish a mutual
understanding of the customer’s present
operation.
SPIN Framework for Needs Analysis
15. +
2. Problem Questions
Questions about a customer’s difficulties or
dissatisfactions.
(uncover Implicit Needs Explicit Needs)
SPIN Framework for Needs Analysis
16. +
3. Implication Questions
Questions about the effects or consequences
of a customer’s problems.
(shared understanding)
SPIN Framework for Needs Analysis
17. +
4. Need-Payoff Questions
Questions about the value or utility the
customer see from your proposed solutions to
problems.
(clarify the benefit)
SPIN Framework for Needs Analysis
24. +
Exercise
Use a current sales situation & your points of
contact at your prospective customer
Draw a 4-column grid:
Buyer Type| Person’s Name | Motivation | [Blank]
What is the primary motivation for each Buyer to
use your solution?
[4 minutes]
26. +
Value Statement Construction
1. It’s not what your product does
2. What customer needs does your
solution satisfy?
3. Think numbers
27. + “What job are your customers hiring you to
do?”
-Clayton Christensen
Now… Write your Value Statement for
each Buyer Type, framing your
statement in terms of the customer’s
problem, not your product.
Hint: Remember the four (4) reasons people buy.
“For [insert buyer type], we …”
28. +
Exercise
Buyer Type| Person’s Name |
Motivation | Value Statement
What is the primary reason each Buyer would
use your solution?
How does your Value Statement reflect their
purchasing motivation?
[10 minutes]
30. +
Paranoia
“Just because you think everyone’s
out to get you doesn’t mean they
aren’t.” [paraphrase]
- Joseph Heller
[EXERCISE]
31. +
Exercise
Why will your customer do nothing?
What is the biggest objection you’ll face?
Who are your competitors?
How will you address this?
[6 minutes]
34. +
Primary Stages of the Sale
1. Needs Analysis
2. Evaluation of Options
3. Resolution of Concerns
4. Implementation
35. +
Where do deals usually stall?
A. Qualification
B. Initial Demo
C. Proposals
D. Technical Demo
36. +
Stages + Stalls
A. Qualification
1 . NEEDS ANALYSIS
B. Initial Demo
2. EVALUATION OF TOPIC
C. Proposal Work Plan
3. RESOLUTION OF CONCERNS
D. Technical Demo
4. IMPLEMENTATION
37. +
Exercise
Where, how, and why are your sales
conversations stalling?
What can you do to prevent this?
How can you maintain control?
[10 minutes]
41. +
1:1:1:1:1:1 Framework
What needs to happen in the next quarter for the
prospect to implement your solution?
What needs to happen in the next month?
What can you do you in the next week?
The next day?
The next hour?
The next minute?
45. +
1:1:1:1:1:1 Framework (again)
If your prospect decided to implement your
solution, what would you do:
In the first minute?
In the first hour?
In the next day?
In the next week?
In the next month?
In the next quarter?
In the next year?
46. +
Exercise
Draw a 2-column table:
Time Period | Action
Write down what you would need to do in the
first
minute, hour, day, week, month, quarter, and
year.
[4.5 minutes]
56. +
Sales Interactions per Revenue
Revenue per year # of sales interactions
$10 1
$100 2
$1000 4
$10,000 8
$100,000 16
$1,000,000 32
$10,000,000 64
$100,000,000 132
57. +
About SalesQualia
Mission: Improve Sales Performance.
Services & Solutions
Knowledge Products
Advisory & Consulting
Enterprise Sales Recruiting
People
Scott Sambucci, Founder
scott@salesqualia.com | (415) 596-0804 | @salesqualia
Robert Wharton, Production Manager
robert@salesqualia.com | (405) 414-9712
58. +
Knowledge Products
In-person Workshops
Books & Learning
“Startup Selling: How to sell if you really, really have to and don’t
know how.” (www.amazon.com/dp/1468159240)
“52 Sales Questions Answered: A Q&A Guide to Sales & Customer
Development.” www.amazon.com/52-Sales-Questions-Answered-
Development/dp/1484916352)
Sales Opportunity Canvas
Sales Model Canvas (Fall ’13)
59. +
Advisory & Consulting
Tailored ½ and full day onsite workshops
Longer Advisory Engagements
Weekly/bi-weekly sales coaching for
CEOs, Managers, & Individual Sales
Professionals
Sales Compensation Plan development