Want to close better clients faster? Create a "Fast-Fail" Sales Process. Follow Karl's tips to avoid prospects who'll go into "The Abyss," so you can focus on people who really need, want, and can afford your agency's help. This presentation received a 96% audience satisfaction score at INBOUND 2018. Learn more at https://sakasandcompany.com/sales-process-steps/

1. @KarlSakas

2. BE SELECTIVE:
DON’T DO
EVERY PROPOSAL
@KarlSakas

3. PROSPECT “A”: MID-SIZE
• Large retainer
• Long-term potential
• Unknown in their industry
@KarlSakas

4. PROSPECT “B”: ENTERPRISE
• Works with lots of agencies
• Small paid test project
• High-competition situation
@KarlSakas

5. PROSPECT “C”: STARTUP
• Former client at new company
• Know how they work
• Medium budget… meh SaaS
@KarlSakas

6. A) MID-SIZE FIRM
B) ENTERPRISE CLIENT
C) FUNDED STARTUP
D) NONE OF THESE
@KarlSakas

10. @KarlSakas

11. FREE WORKBOOK TO
CUSTOMIZE TO YOUR VGR

12. TODAY WE’LL COVER
Getting 100% clear on your ideal prospect
Shortcuts for screening
Jumpstarting your process
@KarlSakas

18. @KarlSakas

19. A NEW APPROACH:
FAST FAILURE
SALES PROCESS
@KarlSakas

20. @KarlSakas

21. 3 STEPS TO FAST FAILURE
1) Define your persona
2) Add “proposal-ready” shortcut
3) Streamline using a process
@KarlSakas

22. @KarlSakas
STEP 1
DEFINE YOUR
IDEAL PERSONA
(CLIENT + ENGAGEMENT)

23. @KarlSakas

25. BANT
@KarlSakas

27. @KarlSakas

28. CRUX
GOOGLE DEFINITION of “crux”:
1. the decisive or most important point at issue
2. a particular point of difficulty.
@KarlSakas

29. C
R
U
X @KarlSakas

30. @KarlSakas
STEP 2
ADD A SHORTCUT FOR
‘PROPOSAL-READY’
(AKA YOUR CRUX)

31. COMPATIBLE

32. REALISTIC

33. URGENT

34. X-FACTOR

35. C
R
U
X @KarlSakas

36. @KarlSakas
STEP 3
CREATE A
REPEATABLE
PROCESS

37. @KarlSakas

38. SALES
SECRET

39. PRE-QUALIFICATION SURVEY

40. PRE-QUALIFICATION SURVEY
Sample Pre-Call Questions:
– Ideal outcomes?
– Metrics?
– Prior agency experience?
@KarlSakas

41. QUALIFICATION PROCESS
1. Pre-Qual Survey
2. Email Clarification
3. Exploratory Call
4. Assess Other Key
Stakeholders
5. Pre-Schedule a
Proposal-Review
6. Create & Deliver the
Proposal
7. Close the Deal
@KarlSakas

42. @KarlSakas

43. @KarlSakas

44. @KarlSakas

45. CHALLENGE
@KarlSakas

46. @KarlSakas
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