Finding your first customers
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The B2B (Business to business) sales process can be complex and time consuming. Many startups find that their efforts to manage a sale with any medium to large sized organization falters and stalls. In this slideshare I will help you understand how large organizations buy, how to build a sales funnel, and how to pitch effectively to these sales targets.
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Finding your first customers
- 3. @StoryArchitect1 A Startup Is All About Math CREDIT: Getty Images
- 4. @StoryArchitect1 Key Sales Indicators • LTV vs CAC • Conversion Ratios • Close Ratio • Sales Cycle • Burn Rate
- 5. @StoryArchitect1 This is where your startup goes to die.
- 6. @StoryArchitect1 Find the Best Targets & Sell Before you run out of cash.
- 7. Over 16 Years I’ve done 10,000+ Pitches! *sales calls, tradeshows, conferences, events, debates, canvassing, and speaking.
- 8. What We are Going to Cover Who to Target How to Approach Them How to Pitch Them
- 10. @StoryArchitect1 Who has the MOST pain?
- 11. @StoryArchitect1 Who has the shortest sales cycle?
- 12. @StoryArchitect1 BANT Qualification Budget Authority Need Time Frame
- 14. @StoryArchitect1 Match Buyer’s Journey & Route to Market
- 15. @StoryArchitect1 Find the Approach that Works Inside Referral Outside Referral Event Contact Social Media Cold Call
- 18. The Approach Funnel Dials / Emails Contacts Apt.
- 19. @StoryArchitect1 Mini-Exercise – Prospect Funnel Question Answer What’s your ASP? What’s your monthly quota / sales goal? How many Sales do you need? What’s your close ratio? How many Opportunities do you need? What’s your contact to Opportunity ratio? How many contacts do you need? How many contacts per day
- 20. Example Sales Activity Funnel Category Result Target $50,000 ASP $5,000 # of Sales Needed 10 Close Ratio 25% Qualified Opps Needed 40 Prospects that Turn into Qualified Opps 20% Propsects Needed 200 Calls Needed to Find a Prospect 10 Calls To Make 2000 # of Calls per day 100 # of Days needed to Hit Target 20
- 21. Change 1 number… Category Result Target $50,000 ASP $5,000 # of Sales Needed 10 Close Ratio 25% Qualified Opps Needed 40 Prospects that Turn into Qualified Opps 40% Propsects Needed 100 Calls Needed to Find a Prospect 10 Calls To Make 1000 # of Calls per day 100 # of Days needed to Hit Target 10
- 22. @StoryArchitect1 Anatomy of a Cold Approach Identify Yourself – Courtesy Opening Statement Position That You Are at The Right Level Describe the Pain Point(s) Value Proposition - References Ask for Appointment Reaffirm Value – Closing Statement
- 23. @StoryArchitect1 Sample Script This is ______________________________________ with _______________________________________. You and I haven’t spoken before, but we’ve (I’ve) been working with _________________________ since _____________. One of the chief concerns I’ve been hearing lately from other ___________ executives is their frustration with _________________________________________________________________ ______________________ . We’ve been able to help our customers deal with these issues. For example, we have helped_________ by _________________ resulting in _______________.. Do you have 15 minutes for a call?
- 26. @StoryArchitect1
- 28. @StoryArchitect1 Steps to Take Next Determine Your Best Targets Choose Your Approach Refine Your Pitch
- 29. Email: Kevin@TheStoryArchitect.com Twitter: @StoryArchitect1 LinkedIn: https://ca.linkedin.com/in/thestoryarchitect Phone: 1-844-467-2282