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Bill West's Level Up Presentation

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2018

Published in: Business
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Bill West's Level Up Presentation

  1. 1. DRIVING SALES Bill West -- eLearning Brothers LLC -- Option Six LLC -- GP Strategies -- Xerox Emerging Markets -- Learning Technologies Group UK -- SeaSalt Learning UK
  2. 2. SUCCESS of the your sales process starts with your STORY and ends with your CONFIDENCE. — Bill West, Executive Director, eLearning Brothers Custom
  3. 3. MY CLIENTS
  4. 4. AGENDA 1. Lessons Learned 2. Tips to the Entrepreneur
  5. 5. KNOW YOUR STORY YOUR GOAL COMPETENCE AND ENDEARMENT A real person that I can trust. O6: Cardean & 9/11… The Alliance: Ecosystem & Allen Cook & Spirit
  6. 6. Round 1 – Option Six • You’re the best sales person • Be scrappy. Leverage your network. Solution Tree, KEP, CUX, and Friends • Pick a cornerstone. Build industry expertise. Lilly (friends) > Wyeth, Roche • Go Big! Microsoft • Go Bigger! Bank of America
  7. 7. Round 2 – ELBC • Brand recognition – an infectious personality “Rock Star” • Online presence - Cheapest marketing possible • Conference – Go Big or Don’t Go • Build a real sales force It might still be you
  8. 8. $2M Company that changed the industry norms
  9. 9. Two Dolla’ Holla’ … Immediate Sales
  10. 10. Round 2.1 – Quantum • Many marquee companies interested, no buyers • Wrong sales people • Too much automation/formality “best documented failure in history” • Pricing strategy - Get it right! O6=value; Q7=penetration; ELBC=affordability
  11. 11. Issues Facing Start-ups
  12. 12. Stage 1 – Start-up • Defining who you are and who your customers are • Leveraging networks and relationships marketing • You’re your best sales person • Saving the day; being the trusted partner when your client needs help • Win with service, reputation, saturate the customer, OWN THE CUSTOMER
  13. 13. Stage 2 – A real company • Building the right sales team (it still might be you) • Big Balls (taking risks) • Brand and conferences
  14. 14. Stage 3 - Stability - Account penetration vs. customer chasing - Value-Added partnerships
  15. 15. Stage 4 - Expansion - Strength in numbers - Alliances - Acquisitions
  16. 16. PARTING ADVICE Never give up your equity!

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