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Sales Strategies and Tactics DCCO

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https://2016.drupalcampcolorado.org/session/agency-sales-tactics-and-strategies

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Sales Strategies and Tactics DCCO

  1. 1. PANTHEON.IO Sales Strategies 1
  2. 2. Pantheon.io Agency and Community Success Manager at Pantheon. mcdwayne on Twitter. dwayne@pantheon.io Some things I enjoy, aside from tech, are ● Improv comedy and theater ● Comic books ● Karaoke!!! Hi, I’m Dwayne
  3. 3. Pantheon.io Partner Manager at Pantheon. segaradam@ Twitter. adam.segar@pantheon.io Some things I enjoy, aside from tech, are ● Snowboarding ● Cross Country Skiing ● Biking Hi, I’m Adam
  4. 4. Pantheon.io 4 Pantheon Background  Pantheon is a platform for developers and agencies to quickly build, launch and run sites in a sane and scalable way Pantheon has over 400 signed agency partners + over 3000 agencies worldwide using the tools
  5. 5. Pantheon.io 5 What we’ve learned about agencies 
  6. 6. Pantheon.io 6 Sales Strategies Agenda  ❏ Sales Basics: What is a sale? ❏ Sales funnel ❏ Outreach and Networking ❏ Qualification ❏ Discovery ❏ Procurement ❏ When to say no ❏ Time for questions
  7. 7. Pantheon.io 7 Agenda 
  8. 8. Pantheon.io 8 Agenda 
  9. 9. Pantheon.io 9 Sales Background 
  10. 10. Pantheon.io 10 Sales Background 
  11. 11. Pantheon.io 11 Sales Background 
  12. 12. Secret of all sales
  13. 13. Pantheon.io 13 Sales Basics: What is a Sale?  People spend $ on things they value
  14. 14. Pantheon.io 14 Sales Basics: What is a Sale?  People spend $ on things they value ● People value different things ● Your agency provides unique values
  15. 15. Pantheon.io 15 Sales Basics: What is a Sale?  People spend $ on things they value ● People value different things ● Your agency provides unique values Focus on Value instead of price
  16. 16. Pantheon.io 16 Sales Basics: Sales funnel  ● Leads ● Qualified Leads ● Proposals ● Revenue (Pricing Strategies)
  17. 17. Pantheon.io 17 Sales Basics: Sales funnel  ● Leads ● Qualified Leads ● Proposals ● Outreach and Networking ● Qualification ● Discovery ● Procurement
  18. 18. Pantheon.io 18 Sales Basics: Outreach and Networking  ● Online and social media ● Trade shows ● Local associations and groups
  19. 19. Pantheon.io 19 Sales Basics: Sales funnel  ● Leads ● Qualified Leads ● Proposals ● Outreach and Networking ● Qualification ● Discovery ● Procurement
  20. 20. Pantheon.io 20 Sales Basics: Qualification  B udget A uthority N eed/want T imeline ● Have 3 to 5 well thought out questions ● Know which variables are must haves ● Create a repeatable process
  21. 21. Pantheon.io 21 Sales Basics: Qualification  The worst thing isn’t failing, it’s taking a long time to fail. Get me to no fast or yes in your own time....
  22. 22. Pantheon.io 22 Sales Basics: Sales funnel  ● Leads ● Qualified Leads ● Proposals ● Outreach and Networking ● Qualification ● Discovery ● Procurement
  23. 23. Pantheon.io 23 Sales Basics: Value Based Discovery  1. Understand their current pain points 2. Have them describe the ideal state 3. While you are doing this, pull out requirements for their solution.
  24. 24. Pantheon.io 24 Sales Basics: Value Based Discovery  Some basic rules: ● Ask open ended questions ● Focus on the ‘Why’ ● Resist talking about your value until you have enough information to match your value to what they want to accomplish ● Listen 75% of the time. Talk 25%
  25. 25. Pantheon.io 25 Sales Basics: Sales funnel  ● Leads ● Qualified Leads ● Proposals ● Outreach and Networking ● Qualification ● Discovery ● Procurement
  26. 26. Pantheon.io 26 Sales Basics: Procurement  Use standard templates that you FULLY understand An upfront legal advisor will save you a lot of headache later
  27. 27. Pantheon.io 27 Sales Basics: Procurement  DO NOT SEND BLIND PROPOSALS!!! If you can not do face to face at minimum call Face to face will always be better
  28. 28. Pantheon.io 28 Most repeat customers are pre-qualified  ● Leads ● Qualified Leads ● Proposals
  29. 29. Pantheon.io 29 Most repeat customers are pre-qualified  ● Leads ● Qualified Leads ● ProposalsPROCESS!!!
  30. 30. Pantheon.io 30 Rejecting anyone out of the process  Repeat customers need to go through the same process as a new customers
  31. 31. Pantheon.io 31 Takeaways  ✓ Sales funnel: Have a process ✓ Only spend real time on qualified Opps ✓ Focus on value ✓ Be a businessman and a business, man!
  32. 32. Pantheon.io 32 Further Reading/Listening  *MJHoffman - https://twitter.com/mjhoffman *You Can't Teach a Kid to Ride a Bike at a Seminar Book by David H Sandler and John Hayes *The Challenger Sale: Taking Control of the Customer Conversation - Book by Brent Adamson and Matthew Dixon *Predictable Revenue - Predictablerevenue.com
  33. 33. Pantheon.io Agency and Community Success Manager at Pantheon. mcdwayne on Twitter. dwayne@pantheon.io Some things I enjoy, aside from tech, are ● Improv comedy and theater ● Comic books ● Karaoke!!! Goodbye, I was Dwayne
  34. 34. Pantheon.io Partner Manager at Pantheon. segaradam @ Twitter. adam.segar@pantheon.io Some things I enjoy, aside from tech, are ● Snowboarding ● Cross Country Skiing ● Biking Goodbye, I was Adam
  35. 35. Thanks

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