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B2B Sales and Marketing - By Innoopolis
This document provides an overview of foundational sales skills for entrepreneurs and startup founders. It discusses key sales concepts like understanding the sales process and sales funnel, identifying customer segments, crafting clear value propositions, understanding customer buying cycles and alignment. It also covers challenges like having the right timing and context. Additionally, it discusses techniques like SPIN selling and the importance of digital marketing tools and creating a comprehensive sales and marketing funnel. The goal is to help startups attract and convert users into customers.
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- 1. Sales Skills Foundationsfor Entrepreneurs and Startup Founders A Journeying365 Chapter By: Jean-Luc Scherer
- 2. INTRODUCTION S A LE S B A S I C S
- 4. WHAT IS SALES? SALESPROCESS SALES FUNNEL
- 5. WHO ARE YOUSELLING TOO? CONSUMER ENTERPRISE INVESTOR B2B B2B2C
- 6. CHALLENGE (1): CLEARVALUE PROP. Innovator Stakeholder Attributes Segments Rationale Impact =Values – Costs What to sell To whomWhy they should buy it Reasons to believe Anyone in your Value chain – Internal or external
- 7. The Biggest challengefor sales people is to clearly understand the buying cycle of their prospective clients and connecting with them at the right time. CHALLENGE (2): TIMING & CONTEXT
- 8. CHALLENGE (3): CUSTOMERALIGNMENT
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- 12. WHAT IS SPIN? B2BSALES TECHNIQUE …FOR COMPLEX SALES
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- 14. ASKING THE RIGHTQUESTIONS
- 15. ROLE PLAYING • Startup – Try to create traction with your product / solution – Try to put yourself in the client’s shoes. Understand as much as you can about the prospective client, the context. – Try to create of positive outcome.Anything that gets you closer to the selling. • Debrief – What did you learn about the customer? – Was the outcome positive or negative? Why? • Potential client – Randomly select where you are in the buying cycle – For an enterprise decide what role you have in the organization.Type of decision maker. – For a consumer product decide what matters the most to you for the type of product the startup is trying to promote. • Debrief – How did you perceive the seller? • Did he understand your needs? Would you buy from him? What was good and bad?
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- 17. THE 4 P’SOF MARKETING
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- 20. SALES & MARKETINGFUNNEL
- 21. SALES FUNNEL FINANCIAL PLANNERWANTING TO ATTRACT MILLENIALS
- 22. CREATE A SALES& MARKETING FUNNEL • Startup – Define a sales funnel for your startup – Explain what activities and tools you will use to create awareness and interest – What mechanisms you will use to convert users to customers • Debrief – Feedback from the remaining teams. – What would you do differently? • Startup – For this exercise, if you have already a plan, we will swap the marketing persons between startups
- 23. CREATING A SALESVORTEX
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