The document provides an overview of building sales momentum for startups. It discusses 5 essential steps to take initially: 1) Create a compelling presentation, 2) Prioritize and assign accounts, 3) Understand obstacles and handling techniques, 4) Develop a sales process and tools, and 5) Agree on pricing and rules. It then outlines the Core 6 principles for managing early growth, including recruiting/training, management/leadership, offering strategy, executive collaboration, operations/execution, and culture. The document concludes with contact information for the presenters to discuss sales leadership further.
Dakx Turcotte's CV in Presentation FormatDakx Turcotte
Instead of providing a generic CV & cover letter, here's a presentation about me in PowerPoint format. I also offer a half-day sales training on my 6 pillars of sales.
This presentation is all about Critical Success Factors for Internet Business. E Business, what are the reasons of failures. The Great Failures and Why do they collapse. Critical Success Factors are very important even before we start working on project or idea.
Do we really have attained successful business model?
Are we getting repeat business?
Does our margins are in line with industry (rather should be better)?
What is our Market Share & how to increase it?
Do we really have a performing team?
Does our organisation possess required leadership skills?
Do we have open mind set for innovation & growth?
Does financial crunch crossing our Way?
Does our control systems working properly
Presentation given at HubSpot's #Inbound14 Conference on the Partner Track.
Acquiring inbound retainer clients is hard, but retaining them can be even harder. Learn the secrets to attracting, engaging, and retaining long-term customers who love you.
Presenter: Marisa Smith, Head Brainiac at The Whole Brain Group.
Interactive Marketing ~ business development process (selling steps included!)Lynn Holley III
This is an ever evolving - but simple Business Development/SALES Process. The Process is utilized while creating business opportunities within the Interactive Media/Marketing Landscape (i.e. websites, web applications, internet marketing, social media, ETC. )
As you will see, it’s short - but informative! Also, be cognizant to the overlapping of certain content items throughout - only because several slides have variables that may touch each other @ different times during the Process because they’re ALL intertwined & coming from the same source – CENTERED Business Development Plan - to make it work!
Dakx Turcotte's CV in Presentation FormatDakx Turcotte
Instead of providing a generic CV & cover letter, here's a presentation about me in PowerPoint format. I also offer a half-day sales training on my 6 pillars of sales.
This presentation is all about Critical Success Factors for Internet Business. E Business, what are the reasons of failures. The Great Failures and Why do they collapse. Critical Success Factors are very important even before we start working on project or idea.
Do we really have attained successful business model?
Are we getting repeat business?
Does our margins are in line with industry (rather should be better)?
What is our Market Share & how to increase it?
Do we really have a performing team?
Does our organisation possess required leadership skills?
Do we have open mind set for innovation & growth?
Does financial crunch crossing our Way?
Does our control systems working properly
Presentation given at HubSpot's #Inbound14 Conference on the Partner Track.
Acquiring inbound retainer clients is hard, but retaining them can be even harder. Learn the secrets to attracting, engaging, and retaining long-term customers who love you.
Presenter: Marisa Smith, Head Brainiac at The Whole Brain Group.
Interactive Marketing ~ business development process (selling steps included!)Lynn Holley III
This is an ever evolving - but simple Business Development/SALES Process. The Process is utilized while creating business opportunities within the Interactive Media/Marketing Landscape (i.e. websites, web applications, internet marketing, social media, ETC. )
As you will see, it’s short - but informative! Also, be cognizant to the overlapping of certain content items throughout - only because several slides have variables that may touch each other @ different times during the Process because they’re ALL intertwined & coming from the same source – CENTERED Business Development Plan - to make it work!
There are few things more rewarding than seeing your
company grow beyond borders. But let’s face it -- global
marketing isn’t for the faint of heart. It’s complicated, with
many moving parts.
International consulting firms can help along your global marketing efforts, but are out
of reach for most budgets. Learning by trial and error is always an option -- but it’s too
risky and time-consuming.
What can you do instead? Look no further. We’ve gathered some of the best global
marketing advice into a single place.
Whether you’re new to global marketing or a veteran who wants some pro tips, the
Global Marketing Playbook will set you up for success.
Here are skills that are worth more than your penny. According to this great experienced sales manager, Neil Haboush, every entrepreneur must develop these essential skills in order to scale up the ladder which is required to success as an entrepreneur in no time.
Learnings from Scaling (Businesses), Gunaseelan Radhakrishnan, EntrepreneurLounge47
Learnings from Scaling” imparted the wisdom that great success is within reach if a Startup plans to scale. When the prototype is complete, and the value of the product has been demonstrated to a few customer prospects, it is also the right time to think through scale and more importantly, prepare for it. Key takeaways - 1. Say 'No' more often than “Yes” to keep razor focus 2. Develop a work culture that fosters execution 3. Set aggressive goals, however, be in touch with market forces and rally teams to achieve them 4. Create good process and a flexible organization rather than rely on ad-hoc measures 5. Identify star performers and reward with prominence rather than monetary benefits.
BusinessDeals is a team of Business Professionals engaged in providing consultancy in various facets of Services for small and medium businesses, businessmen, investors, Professionals, Venture Capital, Private Equity funds etc. The extraordinary growth and a booming economy of India is gearing up to be a leading global economic power in the coming few years and this is opening up new avenues for conducting business.
There are great Success Stories in E Business. More Important are great Failures. Why E Business Fails, what are the critical reasons to fail. This Presentation Discusses the Success and Failures. The Critical Factors which makes Success.
Transitions are a critical time for leaders at all levels. Missteps made during the crucial first three months in a new role can jeopardize your success.
In this updated and expanded version of the international bestseller, Michael D. Watkins offers proven strategies for conquering the challenges of taking on a new role — no matter where you are in your career. Watkins, a noted expert on leadership transitions, also addresses today’s increasingly demanding professional landscape, where managers face more frequent changes and steeper expectations when they start their new jobs.
Whether you’re starting a new job, being promoted from within, or embarking on an overseas assignment, this is the guide you’ll need to succeed in your first 90 days — and beyond.
20 slides to outline the new Entrepreneurship programme delivered on behalf of the GMIT Innovation in Business Centres (IiBC) in Galway and Castelebar by Donncha Hughes.
Not your Grandfather's Business Plan Writing Workshop by Thadeus GieddThadeus Giedd
The questions you should be asked (or should have been) and the items that should be addressed prior to starting the business plan writing process.
A different style, but I think the correct starting approach to tackling writing a business plan.
Business Development | Business Growth | Business Valuation www.inverellbusinesssolutions.com.au
Do you think that your business is running at it's full potential?
It is an interesting thought. what if could develop your business and it could perform just 10% better,
You may find that this could add as much as 40% to the value of your business.
Inverell Business Solutions 0267223115 http://youtu.be/buFmRvzidqM
My best tips for entrepreneurs and business owners to live a great personal and business life. Learn more in my book www.IwishIknew.co
Contact me at www.smestrategy.net for business coaching and consulting.
More often than not, the problem underlying valuation issues for small businesses is lack of strategic clarity. That’s not surprising, since one of the major challenges during Stage 2 is the need for more defined strategy coupled with deliberate planning processes that engage the entire organization — a big change from what was needed during Stage 1.
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
In this 1 hour webinar hosted by BizCentral USA, we discuss the ways to use and update your business plan to be most effective for your small business! For more information on business plans, please visit: http://bizcentralusa.com/businessplan.php
Momentum Instore based in Cheshire, has been providing retail support services for some of the UK’s largest retailers and brands for over 35 years. We are the leading in store marketing agency offering the following award winning services
POP INSTALLATION,
MAINTENANCE, RETAIL AUDITS, MERCHANDISING, PRODUCT LAUNCHES, BRAND AMBASSADORS, RETAIL TRAINING, FIELD SALES, LOGISTICS.
There are few things more rewarding than seeing your
company grow beyond borders. But let’s face it -- global
marketing isn’t for the faint of heart. It’s complicated, with
many moving parts.
International consulting firms can help along your global marketing efforts, but are out
of reach for most budgets. Learning by trial and error is always an option -- but it’s too
risky and time-consuming.
What can you do instead? Look no further. We’ve gathered some of the best global
marketing advice into a single place.
Whether you’re new to global marketing or a veteran who wants some pro tips, the
Global Marketing Playbook will set you up for success.
Here are skills that are worth more than your penny. According to this great experienced sales manager, Neil Haboush, every entrepreneur must develop these essential skills in order to scale up the ladder which is required to success as an entrepreneur in no time.
Learnings from Scaling (Businesses), Gunaseelan Radhakrishnan, EntrepreneurLounge47
Learnings from Scaling” imparted the wisdom that great success is within reach if a Startup plans to scale. When the prototype is complete, and the value of the product has been demonstrated to a few customer prospects, it is also the right time to think through scale and more importantly, prepare for it. Key takeaways - 1. Say 'No' more often than “Yes” to keep razor focus 2. Develop a work culture that fosters execution 3. Set aggressive goals, however, be in touch with market forces and rally teams to achieve them 4. Create good process and a flexible organization rather than rely on ad-hoc measures 5. Identify star performers and reward with prominence rather than monetary benefits.
BusinessDeals is a team of Business Professionals engaged in providing consultancy in various facets of Services for small and medium businesses, businessmen, investors, Professionals, Venture Capital, Private Equity funds etc. The extraordinary growth and a booming economy of India is gearing up to be a leading global economic power in the coming few years and this is opening up new avenues for conducting business.
There are great Success Stories in E Business. More Important are great Failures. Why E Business Fails, what are the critical reasons to fail. This Presentation Discusses the Success and Failures. The Critical Factors which makes Success.
Transitions are a critical time for leaders at all levels. Missteps made during the crucial first three months in a new role can jeopardize your success.
In this updated and expanded version of the international bestseller, Michael D. Watkins offers proven strategies for conquering the challenges of taking on a new role — no matter where you are in your career. Watkins, a noted expert on leadership transitions, also addresses today’s increasingly demanding professional landscape, where managers face more frequent changes and steeper expectations when they start their new jobs.
Whether you’re starting a new job, being promoted from within, or embarking on an overseas assignment, this is the guide you’ll need to succeed in your first 90 days — and beyond.
20 slides to outline the new Entrepreneurship programme delivered on behalf of the GMIT Innovation in Business Centres (IiBC) in Galway and Castelebar by Donncha Hughes.
Not your Grandfather's Business Plan Writing Workshop by Thadeus GieddThadeus Giedd
The questions you should be asked (or should have been) and the items that should be addressed prior to starting the business plan writing process.
A different style, but I think the correct starting approach to tackling writing a business plan.
Business Development | Business Growth | Business Valuation www.inverellbusinesssolutions.com.au
Do you think that your business is running at it's full potential?
It is an interesting thought. what if could develop your business and it could perform just 10% better,
You may find that this could add as much as 40% to the value of your business.
Inverell Business Solutions 0267223115 http://youtu.be/buFmRvzidqM
My best tips for entrepreneurs and business owners to live a great personal and business life. Learn more in my book www.IwishIknew.co
Contact me at www.smestrategy.net for business coaching and consulting.
More often than not, the problem underlying valuation issues for small businesses is lack of strategic clarity. That’s not surprising, since one of the major challenges during Stage 2 is the need for more defined strategy coupled with deliberate planning processes that engage the entire organization — a big change from what was needed during Stage 1.
A quick ONE PAGE Business Plan TemplateKameel Vohra
This template is designed to give you a better idea as to what’s involved in establishing your business, and to help you communicate the idea to people that can provide you feedback.
In this 1 hour webinar hosted by BizCentral USA, we discuss the ways to use and update your business plan to be most effective for your small business! For more information on business plans, please visit: http://bizcentralusa.com/businessplan.php
Momentum Instore based in Cheshire, has been providing retail support services for some of the UK’s largest retailers and brands for over 35 years. We are the leading in store marketing agency offering the following award winning services
POP INSTALLATION,
MAINTENANCE, RETAIL AUDITS, MERCHANDISING, PRODUCT LAUNCHES, BRAND AMBASSADORS, RETAIL TRAINING, FIELD SALES, LOGISTICS.
In order for salespeople to be perceived as different and better, they need to bring a different mental approach to every interaction. This presentation illustrates this point and gives practical advice on how salespeople can make changes in their language to become more effective.
The Ace Up Your Sleeve: 5 Proven Methods of PersuasionEthos3
"The Ace Up Your Sleeve: 5 Proven Methods of Persuasion" demonstrates the power of hand-drawn illustrations as a presentation design style.
Read the complete blog post associated with this presentation by visiting the Ethos3 blog: http://ethr.ee/1u54gRh
If you need help creating persuasive presentations, email us at: info@ethos3.com.
Ethos3 is a presentation design agency with premier PowerPoint and presentation designers. We can create the perfect presentation for you: www.ethos3.com
To deliver a compelling and memorable presentation, you need to rehearse your presentation material. Learn the best ways to practice for a professional presentation by reviewing this Mini-Guide to Presentation Practice by Ethos3. If you want to be trained by presentation professionals, or if you need your presentation designed by award-winning designers, contact Ethos3 at: http://www.ethos3.com
It’s that time of year again!
No, we’re not talking about presents under the tree or hot apple cider or snowball fights.
We’re talking marketing budget, new resource planning, strategic marketing plans and more!
We realize both end-of-year business planning as well as holiday preparations can both be stressful. We can’t really help you with your shopping, but we can offer a series of best practice guides and advice on how to plan for and hit the ground running on some focused, strategic sales and marketing initiatives to start the New Year right.
Enjoy!
The Business Builder framework is designed to accurately determine at what stage your business is at present while at the same time highlighting critical areas that you need to focus on to ensure your business grows and succeeds.
THE 5 KEYS TO RETAIN CUSTOMERS FOR LIFE [INBOUND 2014]HubSpot
Acquiring clients isn't easy. Sometimes, retaining them can be equally as challenging. Join Marisa Smith from The Whole Brain Group as she presents a proven process to help you engage, retain and delight your clients to transform them into customers for life.
BUILDING THE BUSINESS CASE FOR INVESTING IN TALENT MANAGEMENTHuman Capital Media
A great talent development program can set your organization apart and keep you competitive. While you don’t need convincing, your leadership team sure does. Because without executive buy-in, even the best intentions fly out the window.
This begs the question: What do HR leaders need to do to get the C-Suite onboard? Led by a seasoned CFO, this webinar will show you how to develop an effective business case that delivers the most compelling facts and figures to back up both hard and soft benefits for investing in talent management systems and processes.
Key learning takeaways:
The surprising competencies and skills that strategic HR leaders and CFOs have in common
How to align your proposed initiatives directly to the objectives of the business
The language and metrics that will make your CFO and CEO sit up and take notice
Important financial metrics and other key factors to consider and include in your case
What to ask your vendors to get the support you need to ensure buy-in
Successful Marketing Starts with a StrategyKatie Spence
Once we’ve crafted a strategy for messaging to customers, Spry Ideas puts the nuts-and-bolts tactics in place that assure ROI on content dollars. Quite often we find companies have no clear objectives for their content and no way of measuring the ROI on content or social media spends. They just write more, tweet more, and hope for the best. Our well-executed content marketing strategies have clear goals and measurable returns. We also offer marketing automation solutions to provide enhanced efficiencies and expanded analytics for clients. You should know that your content is reaching buyers and impacting their buying journeys and we can show you how.
Successful Marketing Starts With A StrategySpryIdeas
Of course, as any savvy marketer knows, in today’s world, nurturing or drip marketing can be a powerful tool to grow your business, which involves sending or “dripping” messages to customers or prospects over time. In other words, marketing ain’t what it used to be. In fact, some experts say marketing is evolving faster than universities can develop new courses to teach the next generation of marketers – they are essentially learning on the job. (http://bit.ly/2ghsK8H)
Get noticed with the ultimate startup pitch deck webinarDavid Ehrenberg
In this presentation from Marc Phillips, Managing Partner of Arafura Ventures (www.arafuraventures.com), and author of "Inside Silicon Valley: How the deals get done," you'll learn how to build a pitch deck that will help you stand out from the crowd, inspire investor confidence, and get you funded.
This slide-by-slide approach draws from real-life pitch decks to show you what works, and why.
Takeaways include:
- Crafting your positioning line
- Presenting your problem/solution
- Analyzing market size
- Pulling together your financials
- Your IP/Defensibility/Scalability chart
- and more!
Brought to you by Early Growth Financial Services (www.earlygrowthfinancialservices.com)
Equity Crowdfunding: Is It a Good Funding Option for Your Startup? David Ehrenberg
There's a lot of buzz about crowdfunding these days, but is seeking money from the crowd the right path for your company? Do you know how it really works? And how can you increase your odds of building a successful campaign?
Before you give up a percentage of ownership in your company through equity crowdfunding, check out this presentation from Ventureneer (www.ventureneer.com) presented by Early Growth Financial Services (www.earlygrowthfinancialservices.com) for an in-depth look at:
- Crowdfinancing misconceptions
- What you need to know about Reg A+
- Reward-based crowdfunding vs equity crowdfunding
- How to run a successful equity crowdfunding campaign
- Preparing your company for crowdfunding
- Finding the best crowdfunding platform for your company
- And more...!
Everything startup founders need to know about building a solid accounting and finance foundation for their growing companies.
In this presentation from David Ehrenberg, Founder and CEO of Early Growth Financial Services (www.earlygrowthfinancialservices.com) topics covered include:
- A-P/A-R best practices
- Pre- and post-funding finance functions
- Startup tax obligations
- Building your bottom-up and top-down financial projections
- Financial statements
- Cash flow forecasts
- and more!
Investor Due Diligence: Getting Your Ducks in a RowDavid Ehrenberg
If you've managed to land an investment, congratulations!
But you're not quite done yet...
To complete the investment transaction, you'll need to survive the due diligence process -- or risk losing out on the offer.
In fact, the due diligence process actually begins before you even begin seeking outside investment.
In this presentation, Kevin Smith from SEEDCHANGE (www.seedchange.com) and Early Growth Financial Services (www.earlygrowthfinancialservices.com), show you how to prepare and get your ducks all in a row.
Topics include:
- What investors are looking for
- Creating a due diligence plan
- How to prepare for what you need to provide
- Managing your "brand" throughout the due diligence process
- Internal communication
- Team, product, market analysis
User acquisition. It's what it all boils down to, isn't it?
If you're not consistently feeding your sales funnel and seeing consistent -- and sustainable -- growth then it's time to think seriously about your user acquisition strategy.
In this presentation from Peter Mansfield from CMO. LA (www.cmo.la) and Early Growth Financial Services (www.earlygrowthfinancialservices.com), you'll get the tools and knowledge you need to optimize your user acquisition (on a tiny or non-existent budget!!).
Takeaways include:
- using content to drive traffic
- email marketing best practices
- PR: yes or no?
- calculating customer acquisition costs (CAC)
- matching up CAC with the lifetime value of a client (LTV)
- key metrics relevant to user acquisition
- and more!
The truth behind what venture capitalists are looking for from Sean Foote (Co=Creation=Capital) and Gadiel Morantes (www.earlygrowthfinancialservices.com).
Takeaways include:
- The difference between "buyer" vs "seller"
- The VC mindset
- What VCs are looking for
- The VC fundraising process
- Questions you need to be able to answer for VCs
and more!
Crowdfunding: How to Build a Successful CampaignDavid Ehrenberg
Crowdfunding can be a great fundraising option for many startups, it’s not as easy and straightforward as you may think.
Before creating a campaign, check out this presentation from Mary Juetten from Traklight (www.traklight.com) and Early Growth Financial Services (www.earlygrowthfinancialservices.com).
Topics covered include:
- How to protect your IP
- The differences between equity and reward crowdfunding
- Building a compelling presentation
- and more!
Issuing Equity to Employees and Founders: Stock Options and Restricted StockDavid Ehrenberg
Before issuing equity to employees, you need to be aware of the potential consequences. Sure equity is a tool to hire top talent, but how much equity you give — and to whom — is not a decision to be entered into lightly.
For information about issuing equity — and help slicing up the equity pie — check out this deck from Annie Webber from Legal Hero (www.legalhero.com) and David Ehrenberg from Early Growth Financial Services (www.earlygrowthfinancialservices.com).
Pitching the Perfect Game - Wowing VCs and AngelsDavid Ehrenberg
If you're facing down an investor meeting or a demo day, check out this presentation from messaging expert and speech coach Bryan Rutberg, Principal at 3C Communication (@3CComms) and Early Growth Financial Services (www.earlygrowthfinancialservices.com).
Topics covered include:
-- The difference between pitching your product and pitching your company
-- What to include in your pitch deck -- and how to make it memorable
-- How to catch your audience's attention and keep it
-- Presenting your problem/solution as a coherent and compelling story
-- Using presentation graphics effectively
-- How to own the room
and more!
Marketing for Startup: Building a Killer Marketing ProgramDavid Ehrenberg
If you’re looking for the tools and processes you need to build, review, and refine your startup marketing program, check out this deck from Peter Mansfield, Founder of CMO.LA and Early Growth Financial Services (www.earlygrowthfinancialservices.com).
Topics include these 4 key areas:
— BRAND EXPERIENCE – hint: it’s about more than just logos
— USER ACQUISITION – identifying key metrics and tactics that will foster sustainable growth, consistently feeding your funnel
— PARTNER DEVELOPMENT- who can help you do the heavy lifting?
— MARKET LEADERSHIP – using marketing to build credibility and support your end goals
Is Your Business at Risk? 10 Tips to Manage Risk and Maximize ValueDavid Ehrenberg
A common misconception about entrepreneurs is that they are wild risk takers.
In actuality, the most successful entrepreneurs are experts at calculating and minimizing risk wherever possible.
Minimizing risk isn't just about protecting your company -- it's about increasing your value and improving your attractiveness to investors.
In this presentation, Mary Juetten, from Traklight (www.traklight.com) and EGFS (www.earlygrowthfinancialservices.com) provide an in-depth look at the greatest risks threatening your company, and how to best manage these risks.
Topics covered include:
- Choosing the best business entity for your company
- What patents really are -- and aren't
- Best practices for co-founder agreements
- Employees v. Contractors - what you need to know
- Risks of crowdfunding
- Avoiding litigation
- And more!
Ask the VC: How to Create a Winning Pitch DeckDavid Ehrenberg
Founders -- this is your chance to get real insight from a real venture capitalist about pitching and pitch decks.
From Marc Phillips (Founding Managing Partner in Arafura Ventures Inc.(arafuraventures.com) and author of Inside Silicon Valley: how the deals get done) and Gadiel Morantes (Chief Revenue Officer) with Early Growth Financial Services (www.earlygrowthfinancialservices.com), comes a presentation about how to create a winning pitch deck.
Topics covered include:
- What slides to include
- How to best present yourself
- Financial projections, dealing with management gaps, showing market size, demonstration IP, and more!
Convertible notes are one of the most common ways investors invest in early-stage startups. And yet, even with their popularity, they are still quite confusing to many founders.
If you've looking for a greater understanding of convertible notes, check out this presentation from Kevin Smith from SEEDCHANGE (www.seedchange.com) and Gadiel Morantes from Early Growth Financial Services (www.egfs.co).
This presentation explores how convertible notes really work, including:
- Why convertible notes vs. shares of common or preferred stock
- Convertible note terms - and the terms that REALLY matter
- Conversion mechanics
- Valuation cap
- Safe alternatives to convertible notes
- and more....!
Immigration Challenges for Startups and Emerging BusinessesDavid Ehrenberg
If you’re thinking of sourcing talent from outside the U.S. -- or you are an entrepreneur who has questions about the visa process -- check out this presentation from Delya Ghosh, Partner at Berry Appleman & Leiden LLP (https://www.balglobal.com/) and Early Growth Financial Services (www.earlygrowthfinancialservices.com).
Topics covered include the most common immigration challenges that startups face, including handling visa challenges and navigating the process with various governmental agencies.
Do you need a startup advisory board?
If you are a founder who has been asking yourself this question, check out this presentation from Adam Quinton, Founder/CEO of Lucas Point Ventures and Early Growth Financial Services (EGFS).
Topics include:
- How to build your startup advisory board
- Finding the right key advisors
- Board compensation best practices
- Structuring an effective board
- and more!
Startup founders -- this is your chance to get real answers to your real questions.
When you're seeking VC funds, it boils down to: What are venture capitalists really looking for -- and how can you show them you've got it?
In this presentation, Sean Foote, Founder and Managing Director of Co=Creation=Capital, and Gadiel Morantes, Chief Revenue Officer with Early Growth Financial Services discuss:
- What questions VCs will ask
- How to impress VCs
- Questions you should ask potential investors
- What NOT to ask investors
Co=Creation=Capital: Entrepreneurs + Money + Management = Co=Creation=Capital - because startups need all the help they can get!
EGFS is an outsourced financial services firm that provides accounting, CFO, tax, and valuation services and support to companies at all stages of the development process.
Starting companies is like launching a rocket: If you’re off 1/10 degree at launch, you’ll miss your target completely.
We all know the dismal statistics about how many startups fail. But what is less known is the common causes that lead to startup failure.
With smart planning, founders can eliminate (or at least minimize) the "startup killers" that threaten the health of their startups.
This presentations, from Kevin Smith, Founder and CEO of SEEDCHANGE, and Glenn McCrae, Chief Strategy Officer for Early Growth Financial Services, identifies the top startup killers and how to prepare for, steer clear of, and survive them.
Topics include:
- Founders' agreements
- Protecting your IP
- How to build a supportive infrastructure
- Restricted stock agreements and convertible notes
- and more!
When it comes to startup taxes, what do you really need to worry about it?
For startups, there are a number of areas of tax concerns including income taxes, compliance/registration issues, payroll, compensation issues, and sales tax.
In this presentation, from Early Growth Financial Services, we simplify what startups need to know about their tax obligations to stay out of trouble and, hopefully, save some time and money.
Topics covered include:
- The tax implications of your legal entity
- Available tax credits
- Important tax deadlines
- 1099/independent contractors vs employee determination
- Deferring payment of employment taxes
- Dealing with options
- And more
For the globally minded entrepreneur, the United States is often the best place to expand. From funding rounds to the customer base to potential partners – everything in the United States is geared towards growth. But to succeed you need to do it right.
This presentation provides valuable tips to get you started on your journey while addressing some of the challenges international startups face when setting up in the United States. Content contributed by the international law firm Fried Frank, the U.S. Embassy in London, and Early Growth Financial Services.
Topics include:
- Key legal, tax and visa/immigration issues to consider when expanding to the United States
- Hiring and other human resources concerns
- Information on federal, state and local incentives and support for startups
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
3. “Startups face a huge burden in today’s
economy, often having to choose
between funneling resources toward
creating their goods and services or
managing the often complex
accounting, tax and financial strategy
planning necessary to run a successful
business.”
~ David Ehrenberg,
Founder and CEO
Early Growth Financial Services
4. Threads
1. Today: The 5 Must Dos
2. Tomorrow: Managing early
growth through the Core 6
Principles
4
5. 5
DO THESE THINGS RIGHT, YOU’LL SUCCEED.
1. Create a compelling general
presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling
techniques
4. Develop sales process and
pipeline management tools
5. Agree on pricing and rules
From 0 to 60 in 5 easy steps
TODAY
6. 6
DOWN THE LINE…4 MORE
1. Create a compelling general
presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling
techniques
4. Develop sales process and
pipeline management tools
5. Agree on pricing and rules
From 0 to 60…steps 6-9
6. Fully understand competitive
set
7. Create defendable unique value
proposition
8. Establish recruitment process
9. Create sales support tools
/systems
TODAY
7. 7
THE FULL ENCHILADA
1. Create compelling general
presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling
techniques
4. Develop sales process and
pipeline management tools
5. Agree on pricing and rules
From 0 to 60…Cookin’ With Gas
6. Fully understand competitive
set
7. Create defendable unique value
proposition
8. Establish recruitment process
9. Create sales support tools
/systems
10. Install strategic account
review system
12. Activate performance
review process for each rep
13. Create sales culture ethos
and tie to performance reviews
14. Develop skill
development curriculum and
routine15. Assess executive team
collaboration with sales
leadership and team
11. Develop sales comp plan
that reinforces desired
behaviors
TODAY
8. 8
• Powerpoint or keynote. Include short vids if
possible;
• Somewhat aesthetic and pleasing to the eye;
• To the point, professional (5 mins. max);
• Platform demo (5 mins. max);
• Design strategy for GP presentation over the phone
vs. in person;
• PRACTICE to ensure everyone meeting with
prospects is ready, able and professional.
1. Create a strong general presentation
TODAY
9. 9
• Divide and conquer: take time to develop “the list”;
• Start small and expand when ready; e.g. the
“Fortune 500” is not a reasonable starting point;
• Align strengths and knowledge: does your CFO
know someone? Your Head of Engineering?
• Tabulate good records per each account, beginning
to develop a CRM system. (Google docs works fine
to start).
2. Prioritize and assign accounts
TODAY
10. 10
• Start a list of what the prospects say to begin
understanding obstacles;
• Define and separate “obstacles” from “questions”.
(Prospects ask a lot of questions, not all of them are
obstacles.) Understand technique to handle each.
• Share obstacles with all on exec and product teams
and lead discussion regarding proposed solutions;
• Learn how to “qualify an obstacle” and apply to
sales interactions; “how important is that feature to
your decision on contracting with us?”
• Rinse/repeat: learn obstacles, qualify obstacles,
present to key internal constituents, discuss
solutions, etc.
3. Understand obstacles
TODAY
11. 11
• Establish and follow sales process: contact, desire, phone
meeting, personal meeting, additional meetings (with other co.
‘sellers’), how to follow-up, qualifying obstacles, closing,
negotiating.
• Help the org understand the process and share best practices
• Create baseline marketing collateral to help ‘tell the story’
• Qualify customers and begin establishment of CRM (excel to
start?)
• Review excel each week and determine “nexts” per each
account
4. Develop process & revenue mgmt tools
TODAY
12. 12
• Research market to understand pricing ‘laws of gravity’ for
your service and market;
• Identify power buyers…influencers who will tell you the
truth and help you;
• Establish advisory committee?
• Decide pricing strategy: go low, upsell? “What do you
think it’s worth?” etc. Also, who gets to decide pricing?
(Committee, CEO only?)
• Engage Finance to constantly assess market and internal
pressures;
• Resist temptation to charge what your Board thinks you
should charge.
5. Determine pricing strategy and rules
TODAY
13. 13
DO THESE THINGS RIGHT, YOU’LL SUCCEED.
1. Create a compelling general
presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling
techniques
4. Develop sales process and
pipeline management tools
5. Agree on pricing and rules
From 0 to 60 in 5 easy steps
TODAY
14. The Core 6 Management Principles
RECRUITING/
TRAINING
14
MANAGEMENT &
LEADERSHIP
OFFERING
STRATEGY
EXECUTIVE
COLLABORATION
OPERATIONS &
EXECUTION
CULTUR
E
SOON!
15. The Core 6 Explained
R E C R U I T I N G / T R A I N I
N G
1. build a scalable recruiting
process
2. create an on-boarding program
for quick rep integration
3. develop an ongoing training
program
15
M A N A G E M E N T &
L E A D E R S H I P
1. inspire and motivate
2. align people and resources
3. design the company and
product vision - operate as a key
company cheerleader
O F F E R I N G S T R AT E G Y
1. craft a commercially appealing
value proposition (and create
compelling sales materials)
2. synthesize market data and
convert into product/service features
3. observe competition and position
your offering distinctively
E X E C U T I V E
C O L L A B O R AT I O N
1. create engagement and cross-
function for all key leaders
2. implement cooperation and support
for sales functions across departments
3. develop communication and sharing
platforms/protocol
O P E R AT I O N S &
E X E C U T I O N
1. build scalable process and protocol
inside sales department and amongst
support teams
2. create accountability and
measurement tools to manage
execution
3. maximize communication to ensure
wide adoption of systems
C U LT U R E
1. develop a cultural ethos which drives
and motivates all in sales / company
2. strongly communicate cultural values
and create programs which reinforce
principles
3. tie cultural values to performance
review process
SOON!
16. The Evolution of Sales Leadership
STAGES
1. CEO acting as HoS
2. First dedicated head: Nat’l Sales Mgr.
3. First draft pick: National Sales Director
4. Nirvana: VP of Sales (VPS)
5. You’re killing it: CRO (Chief Revenue
Officer)
16
QUALIFICATIONS/SKILL
S
1. Big cheese, aka #1, etc.
2. Good, strong, traits
3. Manager + refined skills
4. Director + experience
5. VPS + gravitas
SOON!
17. Core 6 and Leadership
1. Culture
activation
17
2. Executive
collaboration
3. Management
& leadership
4. Offering
strategy
5. Operations
& execution
6. Recruiting
& training
CE
O
NSM/
D
SV
P
SOON!
18. Core 6 and Leadership
1. Culture
activation
18
2. Executive
collaboration
3. Management
& leadership
4. Offering
strategy
5. Operations
& execution
6. Recruiting
& training
CE
O
NSM/
D
SV
P
SOON!
19. 19
EVOLVED SALES PROCESS
1. Mastery of the Sales Call (MSC)
2. Performance Achievement Method – 12 (PAM-12)
3. Strategic Account Management System (SAMS)
MSC
PAM-12SAMS
CORE 6 FOCUS
+
Realities of Scaling
SOON!
20. 20
Realities of Scaling
MSC PAM-12 SAMS
Comprehensive
guide to running a
face-to-face sales
meeting with a
prospect including:
Performance review
process to assist in
the ongoing skill
monitoring and
development of
SEs:
Account review
process to ensure
proper working of
each top account in
the company:
1. Preparation best
practices;
2. Agenda setting;
3. Presenting skills;
4. Qualifying skills;
5. Obstacle
handling;
6. Closing/negotiati
ng;
7. Servicing/upsellin
g.
1. Time-based skill
measurement
process between
SM and SE;
2. Formal quarterly
reviews;
3. Correlated to
compensation;
4. Can be
benchmarked
against entire
team.
1. Time-based skill
measurement
process between
SM and SE;
2. Formal quarterly
reviews;
3. Creates priorities
and team
collaboration
(incl. Exec.
Team)
SOON!
21. 21
DO THESE THINGS TO
SUCCEED.
1. Create a compelling general
presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling
techniques
4. Develop sales process and
pipeline management tools
5. Agree on pricing and rules
Today + Soon!
SUCCESS COMES FAST.
1. Head of Sales role is
key…invest in resources to hire
right2. Understand the Core 6
principles and how it applies to
your business
3. Create, perfect your
approach and systems:
selling approach (MSC),
performance management
(PAM-12), strategic account
management (SAMS).
SOON!
22. 22
1. Building and scaling takes time and is incremental
2. Stay involved, yet learn to delegate and let go
3. Friends like Early Growth Financial Services and Core 6 Management
Advisors know how to help
In conclusion
SOON!
23. 23
Q&A and Contact Information
MICHAEL HESS, PRINCIPAL
michael@core6advisors.com
www.core6advisors.com
917.207.5183
@Core6Advisors
GADIEL MORANTES
contact@earlygrowthfinancialservices.com
www.earlygrowthfinancialservices.com
415.234.3437
@EarlyGrowthFS
Editor's Notes
We offer outsourced financial services to small to mid-sized companies
Accounting, CFO, tax, valuation
350+ successful, venture-backed clients nationwide across all industries
Ancillary value – connect you to our network of investors, give fundraising advice, etc.