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Sparksense.co Webinar - Key Account Sales for Startups

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Provides hands-on, practical insights and tools how to drive Key Account sales. Sparksense.co is an Entrepreneur-driven advisory firm passionate to help Startups grow their top-line, raise money and build partnerships.

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Sparksense.co Webinar - Key Account Sales for Startups

  1. 1. Key Account Sales for Startups sparksense.co
  2. 2. sparksense.co We are passionate to help Entrepreneurs grow their top line, raise money and build partnerships.
  3. 3. sparksense.co o  Evaluate and get access to relevant prospects o  Shaping a great 1st customer meeting and 1st purchase order o  Take the relationship further and get more purchase orders Our focus for today
  4. 4. sparksense.co Broad global experience in growing profitable key account sales with large organizations, SMI and start-up in technology markets. Energy to execute laser focused growth. Roberto Magnifico Top Line Growth Expert Our guest speaker today
  5. 5. sparksense.co B2B market – Enterprise software perspective $88bn Apps Purchases $3700Bn Global IT Source: Sparksense, Building for the Enterprise, Aaron Levie
  6. 6. sparksense.co B2B industry structure Source: A.T. Kearney analysis
  7. 7. sparksense.co o  Return on Investment: increased profitable sales o  Deeper relationships with a small number of companies o  Person-to-Person selling across multiple stakeholders (*) o  Be patient: large accounts/big orgs have slower dynamics B2B sales is very different
  8. 8. sparksense.co o  Research customer organization and decision makers (*) o  Identify readiness to pay and seek early adopters o  Start with a solid, simple Value Proposition o  Address gaps in current solutions or create new needs o  Invest rapidly in demonstrator(s) (*) Pre-sales
  9. 9. sparksense.co o  Listen to customers … build what they need (*) o  Apply full human resources bandwidth to gain Key Account management trust (like with VCs) o  Focus on key contract items: scope, liability, IP ownership, termination terms and consider your right to say no (*) o  Seek for legal advice, Mind what you sign Sales
  10. 10. sparksense.co o  Use sales funnel i.e. Pipedrive.com o  Consider Key Account penetration plan (*) o  Do not be blindsided by the order on the table, prepare for the next sales opportunity o  Follow the journey of the buy decision (*) Post-sales
  11. 11. sparksense.co Q&A
  12. 12. sparksense.co o  Have a rock solid value proposition o  YOU is the key word in sales interactions o  Be genuinely curious, look beyond the order on the table One last thing: Never burn bridges with Key Accounts ! 3 takeaways
  13. 13. sparksense.co o  Strategic Selling| Robert Miller + Stephen Heiman o  Lean B2B| Etienne Garbugli o  Crossing the Chasm | Geoffrey Moore o  Building for the Entreprise | Aaron Levie Getting deeper
  14. 14. PARTNERS FOR GROWTH sparksense.co Contact us Herve@sparksense.co

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