2018

1. DRIVING SALES
Bill West
-- eLearning Brothers LLC
-- Option Six LLC
-- GP Strategies
-- Xerox Emerging Markets
-- Learning Technologies Group UK
-- SeaSalt Learning UK

2. SUCCESS of the your sales
process starts with your STORY
and ends with your CONFIDENCE.
— Bill West, Executive Director,
eLearning Brothers Custom

3. MY CLIENTS

4. AGENDA
1. Lessons Learned
2. Tips to the Entrepreneur

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. 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. 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. $2M Company that changed the industry norms

9. Two Dolla’ Holla’ … Immediate Sales

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. Issues Facing
Start-ups

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. Stage 2 – A real company
• Building the right sales team
(it still might be you)
• Big Balls (taking risks)
• Brand and conferences

14. Stage 3 - Stability
- Account penetration vs. customer chasing
- Value-Added partnerships

15. Stage 4 - Expansion
- Strength in numbers
- Alliances
- Acquisitions

16. PARTING ADVICE
Never give up your equity!