"When does it make sense to lose a sale, why losing sometimes means winning, and how to win back a lost customer." Learn how to leverage competition as part of your sales strategy and identify customers disguised as assets, who are in fact liabilities. Reward salespeople who lose a sale, but retain trust. Come up with strategies to recycle prospects you lost 6 months back. Founders and marketing sorts from startups and high growth startups should attend.

1. >
Copyright © runfrictionless 2018
HOW TO WIN BACK
EVERY SALE YOU LOST

2. Copyright © runfrictionless 2018
>BIG THANKS TO
OUR SUPPORTER
01

3. Copyright © runfrictionless 2018
> IN THE PAST MAN
HAS BEEN FIRST;
IN THE FUTURE
THE SYSTEM
MUST BE FIRST
FREDERICK W TAYLOR,
SCIENTIFIC MANAGEMENT 1911

4. Copyright © runfrictionless 2018
>
reserve me
RESERVE THE BOOK +
GET 50% OFF RETAIL PRICE
run_frictionless contains
frameworks to help
founders of startups
achieve predictable sales,
using sale systems.

5. Copyright © runfrictionless 2018
>
>
HOW TO WIN BACK
When does it make sense to
lose a sale, why losing
sometimes means winning,
and how to win back a lost
customer.
EVERY SALE YOU LOST

6. copyright © runfrictionless 2018
>
TRUST LOSTTRUST WON
SALELOSTSALEWON

7. Copyright © runfrictionless 2018
>SALES WON /
01
A desirable sale.
The customer goal is met
before the expiry. The sales
economical because the
customer trusts the startup to
take the lead.
TRUST WON

8. copyright © runfrictionless 2018
01
trust
END
GAME TIME
SALE
WINDOW OF
OPPORTUNITY
EXPIRY
1
0

9. Copyright © runfrictionless 2018
>SALES LOST /
02
A very undesirable outcome.
Lost the sale and trust either
because the customer’s goal
expired or a competitor
satisfied the customer’s goal
first.
TRUST LOST

10. copyright © runfrictionless 2018
02
trust
TIME
SALE
EXPIRY
1
0
EARLY GAME

11. Copyright © runfrictionless 2018
>SALES WON /
03
An undesirable sale. These
customers are liabilities
dressed as assets. This is when
it pays to lose a sale.
TRUST LOST

12. Copyright © runfrictionless 2018
>
03
WHY CUSTOMERS
CAN BE LIABILITIES
02
FUTURE SOLD
PRODUCT
01
NEGATIVE
EXPERIENCE
03
PROFILE YOU
NEVER SERVE

13. Copyright © runfrictionless 2018
>ALTERNATIVE
FINANCE IN
AUSTRALIA WORTH
HALF A BILLION
DOLLARS IN 2015
03
SOURCE: Australians Turning To “Online Alternative
Finance” In Record Numbers – Regional Study

14. Copyright © runfrictionless 2018
>THE ADDRESSABLE
MARKET IS BS
03
Opening balance 500M
Q1 buy triggers (100M)
Q2 product limits (100M)
Q3 shared beliefs (150M)
Q4 operational limits (100M)
Closing balance 50M

15. Copyright © runfrictionless 2018
>SQUEEZE OUT
PROFILES YOU
DO NOT SERVE,
FROM THE
MIDDLE GAME
03

16. Copyright © runfrictionless 2018
>SALES LOST /
04
A desirable outcome. The
customer drops off for a
reason other than expiry.
Perhaps the reason was price,
or because or pushed them to
take an alternative action.
TRUST WON

17. copyright © runfrictionless 2018
04
TRUST LOSTTRUST WON
SALELOSTSALEWON

18. copyright © runfrictionless 2018
04
TRUST LOSTTRUST WON
SALELOSTSALEWON
+VE REVIEW
SALE
CUSTOMER SUCCESS
ECONOMICAL SALE
NO / -VE REVIEW
REFUND
OPPORTUNITY COST
OPERATIONAL COST
+VE REVIEW
PIPELINE OF SALES
-VE REVIEW
NO SALE

19. copyright © runfrictionless 2018
04
B
A
SELL
30 days
OUT-SELL
72 hours
SELL
90 days
DOWN-SELL
2 weeks
C
WAITLIST
8 hours
SELL
+90 days

20. Copyright © runfrictionless 2018
>
reserve me
RESERVE THE BOOK +
GET 50% OFF RETAIL PRICE
run_frictionless contains
frameworks to help
founders of startups
achieve predictable sales,
using sale systems.

21. Copyright © runfrictionless 2018
Anthony has a decade of
experience consulting to
technology and
software-as-service
startups. Brands include
salesforce.com, Google, SAP
and IBM. He specializes in
designing automated sales
and marketing systems.
Find me on Linkedin

22. Copyright © runfrictionless 2018
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