These slides are from a presentation I gave at the Heroic Entrepreneurs Open Meetup on the 9th Dec 14 focusing on 'How to increase your sales via the LEAN methodology'. Most people are using Eric Reis's LEAN methodology to increase the chances of product success but you can use it to increase your sales success as well.

1. With James Shoemark

2. How to increase your sales via LEAN
Agenda
12:00 Event opens
12:10 A word from our sponsor MMS & Introductions
12:20 Good News
12:30 Get More Sales 101
1:00 Q & A and Group Discussion
1:30 What are you going to take forward?
1:45 Heads-Up on upcoming startup events, parties etc
2:00 Networking
2:30 Close

3. Before We Start
1. Please Switch Phones to silent
2. No Fire Alarms scheduled
3. Toilets by stairs
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4. 60 Second Introductions
1. Who we are
2. What we do
3. What do we hope to get from today
I am James Shoemark, Founder of Heroic Entrepreneurs
and I’ve been...
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5. Empowering people since 1985

6. Started first of six startups in 1991

7. Stronger Together
What I do
High Flyers
Exclusive group for
CEO/Founders
Heroic
Entrepreneurs
Open
Meetup
Co-Founders
InverLife HE
Validation
Self
Selection

8. Today, I hope to:
• Lead the way in Getting More Sales!
• Find CEO/Founders for exclusive High Flyers group
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9. Your 60 Seconds
1. Who you are
2. What you do
3. What do you hope to get from today
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10. Get More Sales 101
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Are you any good at Sales?
95% of startups fail BECAUSE of lack of
sales!

11. Get More Sales 101
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But WHAT can YOU do to get more SALES?

12. Get More Sales via the LEAN process
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Inspired by Eric Reis author of The Lean Startup

13. So...
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1 – What are you building?
2 – What are you measuring?
3 – How are you learning?
4 - What will you build next?

14. Reality Check
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
Source: National Sales Executive Association
Successful sales requires your best effort!

15. What are you building?
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• Income Targets
• Sales Team
• Inbound Marketing
• Your Irresistible Offer
• A/B Split testing
• Onboarding Process
• Customer Relationships
• Trust

16. What are you measuring?
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• Vanity Metrics
• Pirate Metrics (AARRR)
• Pearson's Law
• KPI’s
• The behaviour you want to encourage
• ?
• ?

17. How are you learning?
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1. Lean Canvas
2. CRM
3. UX Testing
4. Team debriefs
5. ?
6. ?

18. What Are You Going To take Forward?
• What are your main takeaways today?
• How are you going to take them forward?
• How valuable did you find today?
• Why was that?
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19. Heads Up
11 Dec – E Club Meetup 6:30pm Ed Uni Bus School
16 Dec – Capital Communicators 7:00pm 28 Great King St
17 Dec – Exclusive High Flyers group 9:00am Holiday Inn
17 Dec – HEOM Christmas Drinks 6:30pm Carlton Hotel
17 Dec – Scottish Tech Startup Christmas Party 7:30pm
13 Jan – HEOM Marketing 101? 12 noon MMS
22 Jan – HEOM Evening Meetup 7:30pm Carlton Hotel
26 Jan – Startup Grind 6:00pm Codebase
27 Jan – Product Tank 6:30pm Skyscanner
27 Jan - Capital Communicators 7:00pm 28 Great King St
28 Jan - Exclusive High Flyers group 9:00am Holiday Inn

20. Thank You
 Please spread the word
 Bring a friend on to our next meeting on 13 Jan 15
 Keep the conversation going on Meetup.com
 Join me in thanking Maclay Murray and Spens for
their sponsorship and Laura O’Neil for welcoming
us
Best wishes
James Shoemark
Stronger Together