You’ve developed a great technology idea and now it’s time to sell it. Sales and business development are key drivers of growth for start-ups but business-to-business sales is a complex process, especially when your technology is new to the market. This session will help you prepare for your first sale/s by covering: * types of sales/distribution channels and how to choose the right one for you * identifying the right targets * stages of the Sales Funnel * the sales call (booking it, preparing for it, and conducting it) * identifying sales risks and challenges * closing a sale Given the critical importance of selling for a start-up, this is a can’t-miss session with Advisor/Entrepreneur, Krista Jones. Part of the CIBC Presents Entrepreneurship 101 lecture series http://www.marsdd.com/events/details.html?uuid=459cba03-e0f5-487f-bbd8-15867bfb4c6e

1. Follow or Tweet: #ent101

2. Ilse

3. Ilse

5. Sales Skills: Job Skills:
• Prospecting • Product or Industry Knowledge
• Asking Questions • Sales Experience
• Finding “Pain” • Market Knowledge
• Uncovering Budget Sales Skills Job Skills • Education
• Gaining Commitments
Personal Talent
Skills
Personal Talent and Skills:
• Goal Achieving
• Resiliency
• Self-Starter
• Results Oriented
• Self Management

6. Increasing
Account
Inside Direct Solution
Size Sales Sales Selling
And
Importance
Retail / Indirect /
Online Partners
Increasing Complexity of Transaction

7. Business Tech
Partner Partner
Let your Customer
help you Choose
Big is not always Best
ANN R
EL
for a Start-up
NE
Service Marketing
ART
Partner Partner
CH
P
MARKETING
Channel
PARTNER
Partner

8. Prospects 10%
Validated 25%
Qualified 10%
1 in 10 chance of success at
Best Few 90% each stage
Won Start up is closer to 1 in 25
POST

9. Marketing campaigns
Sales Sheets
Presentations
Reference Story
Prospects 10% Solution Sales Sheets
Customized Presentations
Validated 25% Demo
Sponsor Letter
Custom Value Proposition
Qualified 10%
Solution Blue Print
Proposal
Best Few 90% Specific Pricing
Won Implementation
Billing
POST
Customer Management
Stable Operations

10. 1,786
Prospective customers
Sales Funnel
1,314
Viewed product information
510
Stayed at least 5 minutes
165 Made a purchase
5 Life time value over $500

11. Stakeholder Map
Economic Buyers User Buyers
final authority to release the use or supervise the use of
funds your product
Technical Buyers Coaches
judge and rule on your
guide you in the sale
product’s specifications
Create WIN WIN with each.
Determine and rank degrees of influence HONESTLY.
Analyze your position with each HONESTLY.

13. Be Clear on ..
• what’s in it for them
• on meeting purpose
• your value proposition
• on time
• who’s attending
• facilities
Your deck is not your script
Be Memorable

14. Partners
Licensors
Simplicity
Pilot
Reference
Revenue
Margin

16. For every You may get
To generate
10 cold to make 3
1 sale
calls made presentations

17. 2 ears & 1 Mouth
Use in that proportion!