Find a comprehensive description of our Sales Design Sprint program. We finish this 4-week 'sprint' with a Sales Design Workshop, in which we create the foundation for the redesign of the Sales & Marketing function for your organization. The reason for this redesign is to enable the organization to realize more and predictable sales with less stress and lower costs.

1. SALES DESIGN SPRINT
Amsterdam, the Netherlands

2. 2
CONTENT
Goal
1 2 3 4 5 6
Principles Customer Journey &
Business Scan
Market Analysis Agenda Sales Design
Sprint
Result Sales
Design Sprint

3. 3
Goal
The goal of the Sales Design Sprint is to create clear insights in the
improvement potential of the Sales & Marketing within the organization.
Analyzing the organization
through the perspective of
the customer
Customer Journey Business Scan
To create a greater
insight into the
current business.
And having a look at the market and
its scope in which the organization is
operating.
Market Analysis
Lastly, in a Sales Design Workshop we create the foundation for the redesign of the Sales & Marketing function with the
organization. The reason for this redesign is to enable the organization to realize more and predictable sales with less
stress and lower costs.

4. 4
Sales is not a black box. It is a production
process with defined half-finished products
A salesfunnel is a production process;
we aim to produce quicker and to
generate more output
A sales organization
needs to be scalable
The goal of marketing is to provide a
constant stream of qualified leads
Underlying Principles
We believe the
following
principles
A distinction between different roles is
essential
A competitive and distinctive
proposition is a key condition to start

5. 5
Customer Journey & Business Scan
Customer Journey
Interviewing prospects, clients & suppliers
Four forces behind a purchase decision (Forces Diagram)
Three filters of a core customer
(New Me – Current Situation – Solution)
The customer journey of a key customer
Business Scan
Sales organization
Processes from lead generation to promotion
Value Proposition – Which products against what price?
Sales channels
Costs & yield structure

6. 6
Market Analysis
System (market scope) & it’s goal
What is going wrong in
the process of reaching
the system’s goal??
Cause & effect analysis
Most important
assumptions
Orientation towards solution(s) – (draft)

7. 7
Approach Sales Design Sprint
WEEK 0 WEEK 2 WEEK 4
Meeting : KICK-OFF UPDATE
BUSINESS SCAN
MARKET
ANALYSIS
CUSTOMER
JOURNEY
WORKSHOP

8. 8
Agenda – Sales Design Workshop
The aim of the SDW is to produce an endorsed redesign of the
Sales & Marketing function.
Goal, proposition, strategy
and current organization
What goes wrong in the
process towards the
goal?
Direction(s) for
solutions
(‘injections’)
Determine dependencies
(cause-effect)
Intermediate goals
Redesign ROI analysis

9. 9
Sales & Marketing Approach
03 0502 04 0601
Distinctive value proposition
& Design Product Content strategy & website
Marketing:
basics and fundament
Sales Funnel &
Business Design
Outbound activities
The final result from the Sales Design Sprint is a plan of action
which consists of the following elements
07
Lead generation
(campaigns)
KPI’s and dashboarding

10. THE END