How To Sell To Businesses: actionable insights from years in the trenches.
Sales Advice for Startups.
B2C vs. B2B
SME vs. Enterprise
How to differentiate yourself
How to get the first 10 clients
Presentation on 30th July 2015 in London to early stage startups, part of @WayraUK, Telefonica's startup accelerator.
Des Traynor speaking at WebSummit 2018. We spend a lot of time talking about how companies can get to the point where their product resonates in the market. But this is not the only thing that matters.
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
Wellness check-up for your business plans should include complete mind and bo...James Feldman
As we get older most of us get an annual 'wellness' checkup.
We should do the same for our business. A body scan of all the parts, finding the point of point, what needs work, and what is working well.
Make it a point to reach out to some of your clients from the past few years. Remind them of why they did business with you. Create a meaningful memory and offer to repeat it for them. Become a valued resource and they will reward you with more business.
This presentation serves as a gentle reminder that wellness is a state of mind as well as body. Check in on both.
2016.08.THAT Conference - GROWING NEW PRODUCTS - VALIDATING YOUR NEW PRODUCT ...Ryan D. Hatch
You know how to build great software. The real question is - // What software do customers actually want to buy? // Do you have a new product / business idea? Learn how to validate new product concepts.
Join our Precon 3 Hour Master Class:
* You will learn the latest best practices for taking new products to market
* Live B2C Customer Interview
* Hands-on Collaboration with other attendees
Learn how to transform product ideas into a successful business. Learn how to interview customers. Learn how to create business models using a test-driven approach. Learn how to avoid the top reasons for startup failure. Learn how to run experiments to validate your assumptions and navigate the uncertainty of new products. Meet some awesome people & expand your new product chops. WARNING: New products are hard, exciting, and may become highly addictive. Only come if you want to make a dent in the world.
This is a presentation from 2011 I bumped into on customer-centric innovation. While my thinking has somewhat evolved, it's actually still quite relevant :-)
Des Traynor speaking at WebSummit 2018. We spend a lot of time talking about how companies can get to the point where their product resonates in the market. But this is not the only thing that matters.
I was very intrigued by the article in the Harvard Business Review, and I wanted to share this with the rest of the world.
If you are in Sales, you definitely want to look at this.
Wellness check-up for your business plans should include complete mind and bo...James Feldman
As we get older most of us get an annual 'wellness' checkup.
We should do the same for our business. A body scan of all the parts, finding the point of point, what needs work, and what is working well.
Make it a point to reach out to some of your clients from the past few years. Remind them of why they did business with you. Create a meaningful memory and offer to repeat it for them. Become a valued resource and they will reward you with more business.
This presentation serves as a gentle reminder that wellness is a state of mind as well as body. Check in on both.
2016.08.THAT Conference - GROWING NEW PRODUCTS - VALIDATING YOUR NEW PRODUCT ...Ryan D. Hatch
You know how to build great software. The real question is - // What software do customers actually want to buy? // Do you have a new product / business idea? Learn how to validate new product concepts.
Join our Precon 3 Hour Master Class:
* You will learn the latest best practices for taking new products to market
* Live B2C Customer Interview
* Hands-on Collaboration with other attendees
Learn how to transform product ideas into a successful business. Learn how to interview customers. Learn how to create business models using a test-driven approach. Learn how to avoid the top reasons for startup failure. Learn how to run experiments to validate your assumptions and navigate the uncertainty of new products. Meet some awesome people & expand your new product chops. WARNING: New products are hard, exciting, and may become highly addictive. Only come if you want to make a dent in the world.
This is a presentation from 2011 I bumped into on customer-centric innovation. While my thinking has somewhat evolved, it's actually still quite relevant :-)
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
DNS Business Development Workshop
Course Overview
This course is designed to provide a basic understanding of the Domain Name System (DNS) industry and business drivers to enable entrepreneurs to understand potential business opportunities in this industry.
The course will focus on practical issues where appropriate, with case studies and listings of available resources and vendors in the industry. Ample time will be included for networking opportunities and identifying available resources for on-going assistance after the conclusion of the course.
The course will occur over a 5 day period, with an early end on the last day to accommodate travel schedules
Design Thinking and Small Business Insurance (SMB)Josh Levine
Presented Sept 2018, Palo Alto, CA — Silicon Valley Insurance Accelerator SMB Insurance Conference
...
Overview of Design Thinking and how it can be applied to digital generation SMB insurance to create new products, business models and growth.
Improve each stage of your sales cycle and boost sales numbers with these eff...Zoho SalesIQ
Sales tactics to help improve your sales conversion amidst the growing competition.
From this presentation, you'll learn how to:
* Increase the quality and quantity of your leads
* Build credibility among them
* Boost your chances of establishing contact
* Get prospects to buy from you
* Ensure steady sales growth from existing customers
* And, finally, how to handle the dreaded "No"
Here's the YouTube link to the webinar recording- https://youtu.be/7l9dRhnkiWs
Ten learnings on thinking small for big impact Wolff Olins
When we take on big challenges, like innovation, it’s tempting to jump to big
solutions. But sometimes, it’s the small things that matter most.
Small is in the detail. And small often requires big thought. But when
creating sustainable systems that support change there is power in small.
Here are ten (tiny) lessons we’ve learned at Wolff Olins
where thinking small can have a big impact.
Designing with Purpose—Differentiating Through Authenticity and TrustCake and Arrow
Gaining consumer trust is integral to creating a compelling experience, especially with the evolving needs and expectations of today’s shopper. This presentation provides and overview of tactics and strategies for how to create authentic connections with shoppers and develop trust in a market where loyalty is hard to come by.
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
DNS Business Development Workshop
Course Overview
This course is designed to provide a basic understanding of the Domain Name System (DNS) industry and business drivers to enable entrepreneurs to understand potential business opportunities in this industry.
The course will focus on practical issues where appropriate, with case studies and listings of available resources and vendors in the industry. Ample time will be included for networking opportunities and identifying available resources for on-going assistance after the conclusion of the course.
The course will occur over a 5 day period, with an early end on the last day to accommodate travel schedules
Design Thinking and Small Business Insurance (SMB)Josh Levine
Presented Sept 2018, Palo Alto, CA — Silicon Valley Insurance Accelerator SMB Insurance Conference
...
Overview of Design Thinking and how it can be applied to digital generation SMB insurance to create new products, business models and growth.
Improve each stage of your sales cycle and boost sales numbers with these eff...Zoho SalesIQ
Sales tactics to help improve your sales conversion amidst the growing competition.
From this presentation, you'll learn how to:
* Increase the quality and quantity of your leads
* Build credibility among them
* Boost your chances of establishing contact
* Get prospects to buy from you
* Ensure steady sales growth from existing customers
* And, finally, how to handle the dreaded "No"
Here's the YouTube link to the webinar recording- https://youtu.be/7l9dRhnkiWs
Ten learnings on thinking small for big impact Wolff Olins
When we take on big challenges, like innovation, it’s tempting to jump to big
solutions. But sometimes, it’s the small things that matter most.
Small is in the detail. And small often requires big thought. But when
creating sustainable systems that support change there is power in small.
Here are ten (tiny) lessons we’ve learned at Wolff Olins
where thinking small can have a big impact.
Designing with Purpose—Differentiating Through Authenticity and TrustCake and Arrow
Gaining consumer trust is integral to creating a compelling experience, especially with the evolving needs and expectations of today’s shopper. This presentation provides and overview of tactics and strategies for how to create authentic connections with shoppers and develop trust in a market where loyalty is hard to come by.
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
The demand to generate content and amplify it in B2B can be overwhelming. How do you make it seem like you’re everywhere when you can’t spend 24/7 making content and can’t spend every dime on paid social to promote it? We are going to uncover the ways you can repurpose your content quickly and easily. Better yet, potential customers will wonder how you manage to be everywhere — and how you always seem to know the problems they’re trying to solve. You’ll learn how to create a content generation machine that won’t burn you out, and the what/where/how of promoting it on LinkedIn and Facebook Ads to get the most out of everything you create. You’ll leave with a blueprint you can start following that very day to get a plan in place that turns hard content work into smart content marketing.
Takeaways:
How to create and repurpose content your target audience cares about, how to use tools to speed up the process, how to measure success, and how to run on paid social without breaking the bank.
Preparing Successful Sales Quotes: Experts Weigh In
It can take a lot of work to get a lead to the quoting stage. Don’t throw away all the effort you have put in managing your sales pipeline by preparing a sub-par sales quote. Providing a successful sales quote can often determine if you win or lose a deal.
To help you sort through it all, we’ve reached out to a panel of sales and small business experts and asked them all a single question: “What are the keys to preparing successful sales quotes? ”
Spoke at the Software Architecture Meetup at Bangalore
Most often when you are discussing with customers on your requirements you end up donning the hat of a sales man displaying his ware with the intention of getting your ideas across and eventually the solution. What is the best way out there that you can be seen as a transformation partner instead of someone who pushes what you have in your kitty without understanding his/her true need. That is the wrong way to do the sales game whether you are peddling cloud,big data,AI or plain simple legacy migration into the shiny new thing out there.
All the things an entrepreneur or start-up needs to know. Is it about the idea? Is it about a great product? How to build a team? Do I need a business plan? How do I raise money? What is a great business strategy?
On the Other Side of Real Impact Lies Serious MoneyMatt Wagner
Insurance agents can do WAY better if they understand the relationship between their impact and their revenue. Learn how to transform your business to make a LOT more money.
Bob London Master Class - Aligning voice of your customer with voice of your ...Chief Listening Officers
HOW TO GROW BY TEARING DOWN THE VENDOR-CUSTOMER WALL
A master class on aligning the voice of your customer with the voice of your company
In this two-part master class, "B2B marketing Jedi" (per Forbes.com) and customer discovery expert Bob London will deliver actionable tips for how to
Uncover your customers' Elevator Rant - what they're really saying when vendors aren't around; and
Craft an authentic, customer-first messaging strategy that will increase your marketing and sales traction.
Bob has conducted over 2,300 conversations with his clients' customers and used the resulting insights to develop their go-to-market messaging - as well as build a compelling Strategic Narrative that creates excitement and buy-in from employees, customers and investors alike.
Session I: Uncovering Your Customer's Elevator Rant
Bob's disruptive customer discovery questions that yield candid responses
How to frame conversations, ask questions and follow up
Tips on "listening between the lines" to maximize insights
Session II: (to follow) Crafting a Customer-First Messaging Strategy
Positioning your company in the marketplace
Developing a crisp, winning value proposition
Creating sales messages that start with the customer
These sessions are designed to give Founders, business owners and senior B2B executives - CEOs, CMOs, Chief Revenue Officers and Chief Customer Officers - immediate and actionable takeaways.
Similar to How To Sell To Businesses - Sales Advice for Startups (20)
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Pitch Deck Teardown: RAW Dating App's $3M Angel deck
How To Sell To Businesses - Sales Advice for Startups
1. How
to
sell
to
businesses
actionable
insights
from
years
in
the
trenches
Sales
Advice
for
Startups
Nicolas
Deville
Wayra
UK,
London
30th
July
2015
slideshare@TheSalesStack.com
@ndeville
2. Today
B2C
vs.
B2B
SME
vs.
Enterprise
How
to
differentiate
yourself
How
to
get
the
first
10
clients
4. "Poor
Sales
rather
than
bad
product
is
the
most
common
cause
of
failure”
Peter
Thiel
(Paypal
CEO
&
Co-‐Founder,
Palantir
Co-‐Founder,
1st
Facebook
investor)
in
“Zero
to
One”
5. Sales
Done
well,
more
complex
than
most
think
Changed
a
lot
in
last
10
years
(Internet)
Some
core
aspects
always
the
same
but
all
the
rest
different,
depending
on:
-‐ Product/service
-‐ Industry
sold
to
-‐ B2C
or
B2B
-‐ SME
or
Enterprise
-‐ ACV
-‐ etc..
11. SME
vs.
Enterprise
SME
Enterprise
Contact
Business
User
Dedicated
Finding
Vendor
Web
search
Analysts
&
Referrals
Budget
Use
Growth
Pains
Budget
Size
Small
Big
Budget-‐conscious
High
Low
Decision-‐Making
1-‐3
people
3-‐20+
Access
Decision
Maker
Easier
More
difficult
Sales
Cycle
Short
Long
Values
Brand
Less
More
=
Different
Sales
Approach
17. Sell
solutions,
not
products
Sales
is
about
creating
value
in
the
prospect’s
mind.
A
solution
has
value
only
if
a
problem
is
identified,
acknowledged.
To
sell,
one
needs
to
identify
the
problem,
and
get
client
to
acknowledge
it.
20. COI
vs.
ROI
COI
=
Cost
Of
Inaction
ROI
=
Return
On
Investment
COI
more
powerful
than
ROI
Qualify
&
quantify
what
prospect
is
losing
by
not
moving
to
your
solution.
Creates
a
sense
of
urgency
32. Be
Extremely
Focused
Define
Ideal
Customer
Profile
/
Find
your
niche
As
“niche”
as
possible
to
begin
with
Who
has
the
pain
I
solve
most?
Where
are
they?
How
to
reach
them?
34. Intro:
Use
Your
(Linkedin)
Network
Send
Direct
Message
to
ALL
your
contacts
Ask
for
intro
to
ICP.
Be
specific.
1st,
2nd
or
3rd
degree
Get
intro
then..
35. Qualify
&
Learn
“We
have
developed
a
product
that
solves
[y].
Do
you
have
this
problem?
How
do
you
currently
do
this?”
Start
with
questions
to
learn
(Customer
Discovery
/
Steve
Blank
&
Eric
Ries)
to
qualify
36. Cold
Send
Email
/
InMail
first
(use
list
builders
&
tools)
SMYKM
(Show
Me
You
Know
Me)
Follow
up..
Calls
&
Emails
3-‐12
touchpoints
(emails
&
calls)
–
be
consistent
&
persistent
37. Cold
If
you
need
to
find
a
contact
in
company..
Go
high
(CEO/VPs)
Short
email
“We
do
[x],
who
do
I
need
to
speak
to
about
[x]
in
your
org?”
(~10%
answer
rate
vs.
<1%
for
traditional
cold
emails)
38. 1st
Cold
Contact:
Ask
For
Help
“You
are
an
expert
in
[x].
We
have
developed/are
working
on
a
product
that
solves
[y].
Would
you
have
15mns
to
provide
us
insights?”
You
Expert
39. Champions
Your
goal:
Find
a
Champion
No
one
wants
to
be
guinea
pig:
Fake
it
til
you
make
it
(don’t
lie
though!)
“No
one
got
fired
buying
from
IBM”:
manage
risk
41. Current Solution?
Pains/Challenges?
"why are you on this call today with me?"
“what are you pulling your hairs out for?”
“what is NOT working with your current process?”
“could you be more efficient”?
Challenges / pain points / limitations of your
current solution?
Activity?
Number of xxx?
Average number of xxx?
Average number of xxx?
Improvements?
“what could you improve?”
“What are you dreaming your current product
could do?”
Are your results good enough?
Tell me about your ideal xxx?
(Get prospect to acknowledge/confirm
understanding of improvements you can bring)
Authority?
"what is the Decision Making process?"
“how do approvals for software decisions like this work within
your company?”
“have you had a chance to gauge how [Decision Maker] feels
about some of the potential value we have identified?”
“what would make this deal NOT happen?”
Budget?
"how much are you paying now?”
“have you calculated ROI on your current investment?”
"do you have budget for this?”
“what is your budget cycle/fiscal year?”
.. “I will send you a custom ROI calculation, based on your
inputs”
Time?
“when does your contract with [existing vendor] expire?”
"when are you planning to make the switch to a better
solution?”
“is there an upcoming xxx that could be a good event/topic to
upgrade to a better software?”
Qualification
Canvas
Competitors
looked at?
Other Platform? Other Platform?
Integration? Yes/No
Company?
What are they selling / who is target audience?
Company's current goals / challenges?
Average deal size
Average sales cycle
SUCCESS?
What are your KPIs?
What are you measuring?
What are you paid on?
What are you trying to improve/achieve?
Personal: "what would make you successful personally?"
Results?
Current process for dealing xxx?
Conversion ratios?
Results? Inline with quota/objectives?
Integration? Yes/No
Created by: Nicolas Deville
#1
#2
#3
42. Make
them
talk
Golden
rule:
You
should
talk
less
than
your
prospect
43. Again:
Help,
Don’t
Sell
Conversations,
not
sales
pitches
find
their
goals
&
pains
“how
can
I
help
you
achieve
this”
You’ll
be
less
nervous
Less
desperate
Less
“salesy”
Different
44. Win-‐Win
Business
is
all
about
creating
a
Win-‐Win
Focus
on
making
it
a
“Win”
for
your
prospect
If
she
becomes
a
client,
you’ll
have
your
“-‐Win”.
46. Create
Content,
Get
Leads
For
each
pushback
or
recurring
question,
create
a
blog
post
Helps
you
articulate
your
thoughts
clearly
How
to
do
it,
not
What
to
do
Needs
to
appeal
to
your
Niche/ICP
Gate
content
(registration
page)
&
JUMP
on
inbound
leads
MARKETING
48. Tools
&
Outsourcing
Be
organised
=
CRM
e.g.
Hubspot
CRM
(Free)
For
list
building
(finding
ICPs):
Linkedin
Sales
Navigator
Upwork
Toofr,
Rapportive,
VoilaNorbert,
etc..
For
prospecting:
Critical:
use
Email
automation/tracking
(e.g.
Toutapp)
Automate
/
ensure
consistency
+
see
if
emails
is
opened,
clicked,
forwarded
(=true
interest)
If
you
need/want
more:
www.thesalesstack.com
(coming
soon)
49. To
Recap..
Businesses
buy
what
they
need
Sales
is
about
creating
value
Be
extremely
focused
(ICP)
Leverage
your
network
Ask
for
Help
Have
conversations,
not
sales
pitches
Put
yourself
in
your
prospect’s
shoes
Find
the
pain,
sell
the
solution
(aspirin)
Focus
on
making
it
a
“Win”
for
your
prospect
50. THANK
YOU!
Nicolas
Deville
slideshare@TheSalesStack.com
@ndeville