In the second Moonshot Prototype Challenge workshop, Andy Quintana of Accent Technologies shares key insights on sales and defining your market.

1. HOW TO MAKE MONEY,
DEFINING YOUR MARKET
ANDY QUINTANA –SVP BUSINESS
DEVELOPMENT, ACCENT TECHNOLOGIES, INC.

2. AGENDA
• Sales Primer
• The Market
• Competition
• Client
• Making Money
• Additional info

3. THE TRUST EQUATION
THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M.
GALFORD
Credibility + Reliability + Intimacy
Self-Orientation
TRUST =

4. THE TRUST EQUATION
THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M.
GALFORD
Credibility + Reliability + Intimacy
Self-Orientation
TRUST =
To what extent are you focusing on
yourself and your needs? Are you
distracted when engaged with the
client? Are you looking at your
iPhone? Are you focused primarily
on your goals?
Do you
listen?
Are you
able to
connect?
Do you do what
you say you will
do?
As this
goes up, it
negates
everything
you’ve
done to
build
credibility,
reliability
If anything
in the
numerator
is 0, then
there isn’t
trust – no
matter how
strong the
other
variables
Do you have the
relevant
expertise?
“Moving the
needle” for trust
with each client
will make a huge
difference in
providing value

5. THE TRUST EQUATION
THE TRUSTED ADVISOR BY DAVID H. MAISTER, CHARLES H.GREEN AND ROBERT M.
GALFORD
Credibility + Reliability + Intimacy
Self-Orientation
TRUST =
Consider …
 There is a human being on the other side of the table, on the phone, etc. It sounds
easy, but is something that everyone struggles with. It is even more important with
the long-term durable relationship.
 The starting point is having superb self-awareness. You need to understand your
own strengths, personality and personality ticks.
 The ability to listen and question are the underpinnings of building trust

6. THE MARKET - B2C OR B2B

7. THE COMPETITION
• Who are they?
• Why are they in business?
• What sets you apart?

8. DEFINING CLIENTS / CUSTOMERS
• Who are they?
• Most Likely to buy – Why?
• Least Likely to buy – Why?
• Focus - Create your niche
• Focus - Create your value
• DO YOUR HOMEWORK! – Your clients/customers are real people

9. GETTING CLIENTS
• Leverage your network
• Validate ideas
• Prospect - (persistence not stalking, show value
$, build relationships for the long haul)
• Qualify the deal (basic BANT)
• For later stage folks, screwing up is not always
bad
• How you handle that screw up speaks volumes to the
TRUST equation
https://www.invespcro.com/blog/customer-acquisition-ret

10. MAKING MONEY
• Be crisp on why it provides value
• Think through what you offer
• LISTEN MORE THAN YOU TALK

11. MAKING MONEY
• Return on Investment (ROI)
• What is the alternative if they do nothing? (Show it $$$)
• Define a set of “Quick Wins” (pilot, proof of concept, small
group trial, etc.)
• If we complete XYZ successfully, will you sign with us?
• ASK for the order!
• LISTEN, LISTEN, LISTEN

12. ADDITIONAL INFO
• Understand the Sales Basics for qualifying a deal
• BANT (Budget, Authority, Need, Timeframe)
• Know how to handle objections
• Hire Sales folks that can bring a client(s) with them.
• More advanced? - Take a Negotiation class on Principled
concessions – (A concession given with a specific connection to
business value)