The document discusses Lean Startup methodology for validating business ideas through customer interviews and experiments. It emphasizes minimizing time in the learning loop through quick, iterative experiments to test hypotheses. MVP (minimum viable product) is discussed as a way to gain maximum validated learning with minimum effort. Tips are provided for effective customer interviews, including avoiding confirmation bias, focusing on specific past experiences rather than opinions, and using open-ended questions to listen more than pitch ideas. Filters for interview questions are outlined to avoid eliciting biased or untruthful responses.
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
This is a sample of our needs assessment capabilities. The client was a retail call center who wanted their Customer Service Reps to be more consultative.
The Sales Growth Hub welcomes Mike Faherty, Founder and CEO of ProSales Connection, where he will discuss how to get the most out of sales meetings.
Getting the meeting with a prospect is only part of the battle. If you don’t know how to execute the meeting to extract the information you need in order to qualify the prospect and generate a lead, you will not be getting the most out of that extremely valuable time.
In this webinar, we will show you exactly what you need to do in your sales meetings. You will not only get better results, you will look like a rockstar in the process.
This is a sample of our needs assessment capabilities. The client was a retail call center who wanted their Customer Service Reps to be more consultative.
How to Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
How to Build Rapport, Interest, and Credibility When ProspectingSalesScripter
Building rapport with sales prospects can be challenging but there are actually some small things to do on a cold call to help.
Confirm that you are not interrupting anything
It is safe to assume that your prospect will be busy when you cal them. This is because they are either busy working if you are performing B2B calling or they may be busy relaxing if you are doing more B2C calling. With that in mind, it can go a long way toward building rapport if you check with the prospect if you are interrupting anything.
Notice that we do not say to ask them if they are busy, because we already know that they are busy. We are checking to see if we are interrupting anything. Here is a great way to do that early in a cold call and this simple question can help to build rapport.
How to Use Prospect Pain to Generate LeadsSalesScripter
Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.
If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:
Provide a process to help identify the pain points you solve
Explain how to get prospect pain to be the center of the conversation
Share examples of call scripts, voicemail scripts, and email
Business Idea Validation: Determine if anyone cares before you build itKevin Oldham
Is it possible to determine if the business idea you have will succeed or fail? Nothing is guaranteed but you can reduce your risk through the tactics outlined in this presentation.
Diffactory CEO and Founder, Kevin Oldham, discusses the importance of research and quantifiable metrics when developing your business model.
Gleaning from Peter Thiel's book "Zero to One" and Nir Eyal's "Hooked" Kevin injects his experience building multiple marketing companies along with his mentorship to startup founders through his involvement with BetaBlox, a Kansas City business accelerator.
How to Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
How to Build Rapport, Interest, and Credibility When ProspectingSalesScripter
Building rapport with sales prospects can be challenging but there are actually some small things to do on a cold call to help.
Confirm that you are not interrupting anything
It is safe to assume that your prospect will be busy when you cal them. This is because they are either busy working if you are performing B2B calling or they may be busy relaxing if you are doing more B2C calling. With that in mind, it can go a long way toward building rapport if you check with the prospect if you are interrupting anything.
Notice that we do not say to ask them if they are busy, because we already know that they are busy. We are checking to see if we are interrupting anything. Here is a great way to do that early in a cold call and this simple question can help to build rapport.
How to Use Prospect Pain to Generate LeadsSalesScripter
Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.
If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:
Provide a process to help identify the pain points you solve
Explain how to get prospect pain to be the center of the conversation
Share examples of call scripts, voicemail scripts, and email
Business Idea Validation: Determine if anyone cares before you build itKevin Oldham
Is it possible to determine if the business idea you have will succeed or fail? Nothing is guaranteed but you can reduce your risk through the tactics outlined in this presentation.
Diffactory CEO and Founder, Kevin Oldham, discusses the importance of research and quantifiable metrics when developing your business model.
Gleaning from Peter Thiel's book "Zero to One" and Nir Eyal's "Hooked" Kevin injects his experience building multiple marketing companies along with his mentorship to startup founders through his involvement with BetaBlox, a Kansas City business accelerator.
Venture Design Workshop: Business Model CanvasAlex Cowan
These slides support the various workshops I do and my online curriculum in two principal places:
1. Business Model Canvas Tutorial
This is a more fully articulated instructional, complete with templates: bit.ly/nicebmc.
2. Startup Sprints
This is a structured self-service for Venture Design/new venture creation: bit.ly/startupsprints.
Lean startup – rapid execution in the age of the rooster; kyra davis @ Year o...Year of the X
What does it mean to rule the roost? What if leading doesn’t mean having the loudest voice but means listening very closely? This workshop will explore how today’s top companies are excelling at asking good questions, listening to their customers, and watching their behaviors even more closely.
You Can't Teach People to Sell By Teaching People to SellIntegrity Solutions
Up to 85% of success in selling is rooted in feelings, attitudes, emotions and beliefs. Yet most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping. This webinar (November 2016) explored practical, proven ways training professionals and sales managers can influence the behaviors and attitudes that lead to higher levels of productivity and better bottom-line results.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Studies and results show that Challengers are much more performant than relation builders, problem solvers or any of the other typical sales types. How can you finetune your challenger skills and become a high value sales pro?
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Cycles: The simplest, proven way to build your businessBryan Cassady
Scaling up is hard and deadly if done wrong. We would like to help you get it right.
A study by Startup Genome analyzed the results of 3,200 start-ups, they found that of the majority of start-ups failed. That shouldn’t come as a surprise to anyone. What is more important is they found, 70% failed because of premature or faulty scaling.
In this workshop, you learn about the ABCs method. The ABCs method is a system-based approach to growing your business. It has been proven to build ideas up to 6x faster while reducing risks 30-80%.
10 Steps to Manage Your Online Ratings #RDJ2016Surefire Local
Speakers Bill Owens, President of Owens Construction and Shashi Bellamkonda, CMO of Surefire Social share their presentation of a talk they gave at the 2016 Remodeling Show on how remodelers can manage their online reputation in terms of the importance of reviews, acquiring more reviews, and responding to reviews you receive (both 5-stars and 1-stars).
Stuff we can learn from the Challenger Sales ProHans Demeyer
Studies show that Challenger sales are very successful in closing high value and more complex deals. What are some of the qualities we can learn and adopt to achieve that same level of success?
There are certain decision-making and need-to-know conditions salespeople must learn from their prospects. Yet, salespeople can’t ask everything at once. Nor can salespeople risk offending a prospect by asking too many questions before the product is actually seen. Therefore, salespeople must ask well-formed, well-targeted precise questions which are friendly in tone yet are sure to provide much needed information to guide their sales presentation. The strategies for developing precise questions are examined during this seminar.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
27. Customer Segments - Goal
• Who experience a similar need
• To whom you could deliver your solution at
similar cost
• And who would buy it at similar price
28. Jobs
People don’t buy quarter inch drills, they buy quarter inch holes
Functional Social Emotional
29. Cost Structure Revenue Streams
Key Partners Key Activities
Key Resources
Value Proposition Customer Relationship
Channels
Customer Segments
An Ecommerce Company Business Model
34. Ask open ended questions
Don’t put words into peoples mouth
Don’t pitch your idea, instead talk about their life
Ask about specifics in the past instead of generics or
opinions about the future
Talk less and listen more
5 why technique
Listen to non verbal clues
35. Suresh is working on an idea which helps parents to rent toys on
subscription model. He has heard about Lean Startup and plans
to interview parents for which he meets his friend Ramesh who
is a parent of 5 year old boy.
Example scenario
From the following slides check if the questions are asked correctly
36. Suresh questions - “ Hey Ramesh I am working
on idea of renting toys through subscription.
What do you think about the idea ?”
Ramesh Answers: “This is a pretty cool idea, in
fact I was looking for something like this because
toys are too expensive”
37. Suresh: “Would you buy a product that solved
this problem for you ”
Ramesh: “Sure why not”
38. Suresh: “OK tell me How much would you pay
for this”
Ramesh: “ I don’t may be few 100 Rs or 1000 Rs”
39. Ramesh “ In general I don’t buy unless I can
experience, If you have an offline store then I
check it out and rent it”
Suresh : “That’s great to know I will definitely
take this up”
40. Ramesh: “Sounds great I love this ”
Suresh thinks : “Looks like have a positive
customer”
41. Ramesh : “Brilliant let me know when it
launches”
Suresh: “Looks like I can start getting revenue”
42. Ramesh: “Couple of people I can introduce
when you are ready”
Suresh: “My marketing problem is also solved“
43. Good interviews may lead to
Permission to contact again
Clear next meeting
Intro to decision maker
Commitment to run trial
Pre purchase
44. Apply following filters while preparing interview
questions
• Confirmation Bias Filter – Are you framing questions just to
confirm what you believe
• Remove Idea Filter – Are you communicating your idea
while interviewing
• Can't Lie Filter – Are you framing question in a way that
answer could be a lie
• Opinion Filter – Are you framing question in a way that
opinions are elicited
• False Positives Filter – Are you framing question in a way
that answers can lead to a false positive response
Who has that problem? How big of a problem it is?How much they're willing to pay for the solution, in some way, shape, or form? In other words--how painful is this problem for them?What can we create that is going to solve this specific problem?
YOUR GOAL IS TO FIND A HOMOGENEOUS GROUP OF TARGET CUSTOMERSidentifying groups of customers that are similar enough that the same product or service will appeal to all of them
When customers become aware of a job that they need to get done in their lives, they look around for a product or service that they can "hire" to get the job done. This is how customers experience life.if you are trying to create better product, you will find out how to create a better drill, but you have to create a better quarter inch holeanalyze the job not the product
Truth is our goals, questions are our tools Ask them to walk through a last time when they faced this problemFind out how do they currently deal with itHow big is the problem“Anybody will say your idea is great if you annoy them for long enough”Ask about their life Ask about specifics in the past (“Talk me through last time you had this….” Tell me about how you play with your kids Concrete fact about customer livesSolid Commitments Not opinions False positives create heartbreak and waste in Build Measure Learn cycleCommitment is the best signal Give money If not atleast conversation advance
Don’t ask question that allow people to lie The measure of usefulness of an early customer conversation is whether it givesus concrete facts about our customers' lives and world viewsAsk about specifics in past and not generics and opinions about future. Don’t ask for easy confirmation
Don’t ask question that elicit an opinion. Instead “How much money does this problem cost you what is cost of not having a solutionIs there a budget for this ”“Who else I should talk to ?”
This is an example strong false positive “In general” are indicators of generics and hypothetical
Stalling tactic does not convey informationNo commitment is a bad indicator
Compliment + stalling tactic = they don’t care
( Is there a valid reason it cant be now ?)Lead you into a false positive