An understanding of the key principles around business development. This approach enables the development a disciplined sales approach based on marketing and sales techniques. The focus is on the entire sales process from lead generation to closing business.

1. 11 STEPS FOR DEVELOPING A SUCCESSFUL SALES
PROCESS

2. An understanding of the key principles
around business development enabling
the development a disciplined sales
approach based on marketing and sales
techniques.

3. COMMON BUSINESS DEVELOPMENT
CHALLENGES FOR START UPS
• Lack of knowledge
• Limited resources
• Focus on internal capabilities
• Undisciplined approach
• Passive prospecting

4. WHAT THE ELEVEN STEP PROCESS
ACCOMPLISHES
• Market driven offerings
• Thought leadership
• Disciplined pipeline
management
• Engaged prospects

5. STEP 1 - WHAT DOES SUCCESS
LOOK LIKE

6. STEPS 2 – 10 THE SALES ECOSYSTEM
Competitive
edge
Market
demand
Product
offering
Positioning
Sales
Generation
Leads
Prospect
Opportunity
Prospect
engagement
Attracting
prospects
Needs
assessment
Solutioning

7. COMPETITIVE EDGE

8. COMPETITIVE EDGE
• Market demand – needs of the market,
what are unmet needs
• Product offering – focus on needs of the
market
• Positioning – better, different, and / or
unique
Focus on you and your capabilities

9. WHY IS THIS IMPORTANT
• Right leads / prospects
• Sales playbook and marketing
collateral
• Engaging prospects
• Packaging and pricing options

10. SALES GENERATION (AKA PIPELINE GENERATION)

11. SALES GENERATION STATUSES
Managing different stages of the sales
process. Success includes:
• Dedicate resources
• Determine ownership of tasks
• Measure results
• Repeatable process
Lack of a disciplined approach

12. LEAD
• Determine target audience
• Techniques to contact leads
• Maesureable metrics
Focus on only one approach

13. LACK OF NEED / PROSPECT
Possible status after the lead has been qualified.
• Lack of need – prospect is not interested or
fails to meet qualification standards
• Prospect – the individual has basic interest
and is qualified but not in a buying stage.
Minimum of five touches to move an
opportunity stage, give up after one touch.

14. OPPORTUNITY
Requesting information to work with your
organization to solve a problem.
• Specific initiative
• Start date
• Budget
• Known decision makers
Mistaking basic interest as an opportunity

15. PROPOSAL / NEGOTIATION
Driven by needs identified via prospect
engagement phase. Success includes:
• Identified needs
• Return on investment
• Understand and agree on the scope
Focus on technical approach and
capabilities

16. PROSPECT ENGAGEMENT

17. ATTRACTING PROSPECTS
Outreach, credibility, and visibility.
• Locate and connect with the RIGHT
decision makers
• Determine the best mediums
• Peak curiosity for follow up
Rely exclusively on inbound marketing
techniques

18. NEEDS ASSESSMENT
• Focus on the specific customer
• Questions driven by competitive
edge.
• Focus on the P and I in the SPIN
approach
Present features and capabilities vs
asking questions.

19. SOLUTIONING
Goal - engage the prospect in building the
deliverable
• Develop solutions together
• Use “Give to Gets” to get started
• Build credibility with content marketing
strategy to nurture clients
Follow up to check in without an agenda.

21. 99.9% OF ISSUES - IMBALANCE IN THE SALES
ECOSYSTEM
Market
demand
Expertise
Positioning
Leads
Prospect
Opportunity
Attracting
prospects
Needs
assessment
Solutioning

22. ADDITIONAL THOUGHTS ON CLOSING
• Approach to negotiating
• Build proposals together
• Small deals lead to bigger
deals

23. OUR APPROACH: OLD SCHOOL AND
NEW SCHOOL
Old school
• Customer outreach
• Solution selling
New school
• Content marketing
• Prospect engagement

25. QUESTIONS