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Sales in a nutshell
Artem Berman
Starwind
Sales. Doing it
Silicon Valley
style
Sales in a nutshell
Sales in a nutshell
What is sales? Sales and marketing are two parts of the one living and
breathing m...
Sales in a nutshell
Sales in the IT
Specifics of the sales in the
IT company. There are no
differences in terms of the
phi...
Sales in a nutshell
Getting feet wet
In short we can divide
the sales into these groups.
Direct sales usually imply direct...
Sales in a nutshell
Inside Sales
Let’s talk about the most effective sales for the SMB mass-market: Inside sales.
Inbound
...
Sales in a nutshell
It is a team work!
Inside sales team. The main challenge
– Effective sales and Pipeline
creation. Sinc...
Sales in a nutshell
The Funnel
Sales process in two words sounds like
“Lead nurturing”. It is absolutely
necessary to enga...
Sales in a nutshell
Show must go on
Automation. Clearly set goals. Monetary
and Non-monetary KPIs.
The effective process r...
Sales in a nutshell
Takeaways
Sales and marketing. The blurring border
Inside sales as the most effective sales model
Team...
Sales in a nutshell
About company
StarWind is a virtualization pioneer, 11 years in this space, one of the 1st vendors to
...
Sales in a nutshell
About presenter
Art Berman, COO
Art Berman is a successful serial
entrepreneur who has founded a numbe...
Sales in a nutshell
Thank you! Questions
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Sales. Doing it Sillicon Valley style.

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Inside sales and inbound marketing in 10 slides.

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Sales. Doing it Sillicon Valley style.

  1. 1. Sales in a nutshell Artem Berman Starwind Sales. Doing it Silicon Valley style
  2. 2. Sales in a nutshell Sales in a nutshell What is sales? Sales and marketing are two parts of the one living and breathing mechanism. You cannot say the sales is marketing as well as you cannot say the sales is the separate from marketing activity. They live and breathe together.  Deal is not where everything ends.  Deal is not where everything starts.  Deal is a checkpoint. There was a flow of actions before and there will be the flow of actions afterwards. Sales is an art that can be measured in numbers: KPIs: CLTV, CAC, CRC, plans, quotas, revenues. MARKETING SALES TWO PARTS OF THE ONE MECHANISM
  3. 3. Sales in a nutshell Sales in the IT Specifics of the sales in the IT company. There are no differences in terms of the philosophy of the process and number of differences during the process: Consulting sales. Engagement and problems solving rather than pushy behavior. More automation. If something can be automated it will be automated. Mostly inside sales unless talking about hardcore enterprise. High level of readiness and high educational level of the customers.
  4. 4. Sales in a nutshell Getting feet wet In short we can divide the sales into these groups. Direct sales usually imply direct contact of the company’s employees with the prospects whether personally or by phone and Indirect utilizes the power of the middlemen though not eliminates these contacts. Direct  Inside sales (Telesales)  Outside sales (Enterprise, direct) Indirect  Channel sales • Distributors • VARs  Affiliates sales
  5. 5. Sales in a nutshell Inside Sales Let’s talk about the most effective sales for the SMB mass-market: Inside sales. Inbound marketing Site as leads conversion instrument Leads nurturing Effective processes
  6. 6. Sales in a nutshell It is a team work! Inside sales team. The main challenge – Effective sales and Pipeline creation. Since sales are function of the pipeline these activities should be carried simultaneously. That’s why nowadays we mostly speak of teams within the sales organization. Account Executive Sales Development Representative Call center Sales Development Associate
  7. 7. Sales in a nutshell The Funnel Sales process in two words sounds like “Lead nurturing”. It is absolutely necessary to engage with the prospect customer, build the relationship of trust and eventually sales will start flowing in. But even with losts timely follow-ups show that up to 70% of the losts may convert into the sales within a year from the date of the lost. Raw lead MQL SAL Opportunity Closed Won/Lost
  8. 8. Sales in a nutshell Show must go on Automation. Clearly set goals. Monetary and Non-monetary KPIs. The effective process requires careful workflow, clear settings of the goals, smooth process and getting of the timely feedback. While for AE we mostly care about revenue and quotas we also monitor the ratios. Closed-Wons/Opportunities; Closed-Losts/Opportunities. The non- monetary ratios are even more important for the SDRs and other roles.
  9. 9. Sales in a nutshell Takeaways Sales and marketing. The blurring border Inside sales as the most effective sales model Teamwork and specialization Monetary and non-monetary KPIs Read, Learn, Implement, follow best practices
  10. 10. Sales in a nutshell About company StarWind is a virtualization pioneer, 11 years in this space, one of the 1st vendors to offer Software-Defined Storage and Hyper-Convergence, products shipped in 2005 and 2008 respectively, 100% proprietary no open source!  Founded in 2003 as a Rocket Division Software and StarWind re-branded after spin- off and Round A received from founders in 2009  2.5К+ paying customers, 400K+ active leads (±180K are using Microsoft, and ±200К use VMware virtualization)  HQs in Boston, USA with R&D office in Kiev, Ukraine and field sales engineers in EU, 100+ employees
  11. 11. Sales in a nutshell About presenter Art Berman, COO Art Berman is a successful serial entrepreneur who has founded a number of companies in the technology industry. Mr. Berman brings more than a decade of entrepreneurial experience building and advising successful software companies. Art has managed worldwide online sales and operations since 2003. Mr. Berman earned his Bachelor degree in Economics from Moscow International Business Institute in 1997 and Executive MBA in Edinburgh Business School - Heriott-Watt University in 2014.
  12. 12. Sales in a nutshell Thank you! Questions

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