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Felix fidelsberger how-to-web
 

Felix fidelsberger how-to-web

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Felix Fidelsberger (Stupeflix) - Essential sale skills for Entrepreneurs (and Geeks)

Felix Fidelsberger (Stupeflix) - Essential sale skills for Entrepreneurs (and Geeks)

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    Felix fidelsberger how-to-web Felix fidelsberger how-to-web Presentation Transcript

    • about
      • Head of Biz Dev Europe at Stupeflix.com
        • Automated video creation platform
        • Seedcamp winner 2008
        • Started with B2B
        • Shifting focus to B2C
      • Co-Founder & CEO toksta.com IM & Chat for social networks (b2b)
      • Founded in late 2007
      • Seedcamp winner 2008
      • Exit through sale in 2009
    • Why (you think) deals don‘t close
      • “ I am just not good/experienced enough at sales”
      • “ We are missing crucial features”
      • “ Large companies don’t buy from Startups”
      • “ We need a big showcase and reference customer to establish trust”
      • “ People are concerned about uptime and if we can handle their load”
      • “ The clients are so “behind” in technology. They just don’t get it”
    • The painful truth
      • You are not solving a problem (that is big enough for the client to open his wallet).
    • Selling is simple
      • Unless you make it hard.
    • Don‘t pitch
      • How can I help you?
      • (Ask the right questions.)
    • Establish trust
      • Show that you are an expert.
      • (Ask the right questions.)
    • Make buying easy
      • Think for your customer.
      • (Ask the right questions.)
    • Understand the real problem
      • Validate your assumptions.
      • (Ask the right questions.)
    • Follow the right leads
      • Don’t chase ghosts.
      • (Ask the right questions.)
    • BANT
      • Budget. Authority. Need. Timeframe.
      • (Find the questions right for you.)
    • Sample questions
      • What made this become a priority?
      • What initially motivated you to move on with this topic?
      • In an ideal world, how would a perfect solution for you look like?
      • How are you currently handling ______?
      • What do you like about this solution? What do you not like?
      • What is the timeframe for the individual steps?
      • When do you realistically think this could go live?
      • What are possible showstoppers that could prevent this deal from happening?
      •  
    • Punchlines
      • Sales is 90% listening and 10% talking.
      • Prospect for the gold.
      • Sales is your Google Analytics.
      • Making complex buying decisions sucks. Support by asking questions.
      • Getting a “No” is a good thing (if you get it early enough).
    • Recommended reading
      • Steve Blank – 4 Steps to the Epiphany
      • (sales bible for b2b startups)
      • BarryRhein.com
      • Download 15 Sure-fire Ways to Qualify Any Prospect Watch the “sales challenge”
    • Contact
      • [email_address]
      • Twitter: @felixfid
      • LinkedIn
      • Xing