1. @KarlSakas

2. BE SELECTIVE:
DON’T DO
EVERY PROPOSAL
@KarlSakas

3. PROSPECT “A”: MID-SIZE
• Large retainer
• Long-term potential
• Unknown in their industry
@KarlSakas

4. PROSPECT “B”: ENTERPRISE
• Works with lots of agencies
• Small paid test project
• High-competition situation
@KarlSakas

5. PROSPECT “C”: STARTUP
• Former client at new company
• Know how they work
• Medium budget… meh SaaS
@KarlSakas

6. A) MID-SIZE FIRM
B) ENTERPRISE CLIENT
C) FUNDED STARTUP
D) NONE OF THESE
@KarlSakas

10. @KarlSakas

11. FREE WORKBOOK TO
CUSTOMIZE TO YOUR VGR

12. TODAY WE’LL COVER
Getting 100% clear on your ideal prospect
Shortcuts for screening
Jumpstarting your process
@KarlSakas

18. @KarlSakas

19. A NEW APPROACH:
FAST FAILURE
SALES PROCESS
@KarlSakas

20. @KarlSakas

21. 3 STEPS TO FAST FAILURE
1) Define your persona
2) Add “proposal-ready” shortcut
3) Streamline using a process
@KarlSakas

22. @KarlSakas
STEP 1
DEFINE YOUR
IDEAL PERSONA
(CLIENT + ENGAGEMENT)

23. @KarlSakas

25. BANT
@KarlSakas

27. @KarlSakas

28. CRUX
GOOGLE DEFINITION of “crux”:
1. the decisive or most important point at issue
2. a particular point of difficulty.
@KarlSakas

29. C
R
U
X @KarlSakas

30. @KarlSakas
STEP 2
ADD A SHORTCUT FOR
‘PROPOSAL-READY’
(AKA YOUR CRUX)

31. COMPATIBLE

32. REALISTIC

33. URGENT

34. X-FACTOR

35. C
R
U
X @KarlSakas

36. @KarlSakas
STEP 3
CREATE A
REPEATABLE
PROCESS

37. @KarlSakas

38. SALES
SECRET

39. PRE-QUALIFICATION SURVEY

40. PRE-QUALIFICATION SURVEY
Sample Pre-Call Questions:
– Ideal outcomes?
– Metrics?
– Prior agency experience?
@KarlSakas

41. QUALIFICATION PROCESS
1. Pre-Qual Survey
2. Email Clarification
3. Exploratory Call
4. Assess Other Key
Stakeholders
5. Pre-Schedule a
Proposal-Review
6. Create & Deliver the
Proposal
7. Close the Deal
@KarlSakas

42. @KarlSakas

43. @KarlSakas

44. @KarlSakas

45. CHALLENGE
@KarlSakas

46. @KarlSakas
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