Sponsored by the Nordic Innovation Group in Palo Alto, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Be a Selling Superhero: 10 Strategies for Enterprise Selling SuccessSalesQualia
To be successful at enterprise selling, influencing behavior and decisions at large companies is crucial. These are just a few strategies you can take as a salesperson to take control of sales opportunities and increase your success rate.
Concepts include:
- Implementation planning & managing changeovers
- Setting the buying criteria
- Running pilot programs
- Creating deadlines
This presentation accompanied a live presentation led by Scott Sambucci at a live workshop, hosted by Hult International Business School (San Francisco, CA) in March 2015.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
The Sales Opportunity Canvas: Find Your First [Enterprise] Customer... Then 1...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci to the Sacramento Regional Technology Association (SARTA) on August 21, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
Using the Sales Model Canvas: Find your first customer, then 10 more... SalesQualia
Hosted by SARTA, this presentation was part of a live workshop teaching entrepreneurs how to use SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
The Sales Opportunity Canvas: Finding Your First [Enterprise] Customer, Then ...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci at PARISOMA Workspace in San Francisco, CA on August 28, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
The Nordic Innovation Group: Startup Selling Workshop (Fall 2014)SalesQualia
This week we’re welcoming 13 promising Norwegian and Swedish companies to Nordic Innovation House to participate in the TINC fall 2014 program.
The participants have four intense weeks ahead where they will be able to test their products on potential customers, industry experts, and investors in Silicon Valley.
This workshop is an introduction workshop for these companies, focusing on several key sales strategy topics, including:
- Developing a value statement
- Why companies & individuals buy
- Buyer Types
- Prospecting using online networks such as LinkedIn & Meetup.com
- Stages of the sale
These are the presentation slides for the "Selling for the Lean Startup" workshop led by Scott Sambucci at the Lean Startup Circle Meetup Group in San Francisco on 3/5/13.
Selling to the Enterprise: Value Statements, Buyer Types & Stages of the SaleSalesQualia
Presentation slides from the June 6, 2013 "Selling to the Enterprise" workshop presented by Scott Sambucci at PARISOMA in San Francisco, CA.
The workshop focused on developing Value Statements, Identifying Buyer Types, and moving sales opportunities through the Stages of the Sale.
Questions? Call or email Scott directly at (415) 596 0804 | scott@salesqualia.com
Be a Selling Superhero: 10 Strategies for Enterprise Selling SuccessSalesQualia
To be successful at enterprise selling, influencing behavior and decisions at large companies is crucial. These are just a few strategies you can take as a salesperson to take control of sales opportunities and increase your success rate.
Concepts include:
- Implementation planning & managing changeovers
- Setting the buying criteria
- Running pilot programs
- Creating deadlines
This presentation accompanied a live presentation led by Scott Sambucci at a live workshop, hosted by Hult International Business School (San Francisco, CA) in March 2015.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
The Sales Opportunity Canvas: Find Your First [Enterprise] Customer... Then 1...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci to the Sacramento Regional Technology Association (SARTA) on August 21, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
Using the Sales Model Canvas: Find your first customer, then 10 more... SalesQualia
Hosted by SARTA, this presentation was part of a live workshop teaching entrepreneurs how to use SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
The Sales Opportunity Canvas: Finding Your First [Enterprise] Customer, Then ...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci at PARISOMA Workspace in San Francisco, CA on August 28, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
The Nordic Innovation Group: Startup Selling Workshop (Fall 2014)SalesQualia
This week we’re welcoming 13 promising Norwegian and Swedish companies to Nordic Innovation House to participate in the TINC fall 2014 program.
The participants have four intense weeks ahead where they will be able to test their products on potential customers, industry experts, and investors in Silicon Valley.
This workshop is an introduction workshop for these companies, focusing on several key sales strategy topics, including:
- Developing a value statement
- Why companies & individuals buy
- Buyer Types
- Prospecting using online networks such as LinkedIn & Meetup.com
- Stages of the sale
These are the presentation slides for the "Selling for the Lean Startup" workshop led by Scott Sambucci at the Lean Startup Circle Meetup Group in San Francisco on 3/5/13.
Selling to the Enterprise: Value Statements, Buyer Types & Stages of the SaleSalesQualia
Presentation slides from the June 6, 2013 "Selling to the Enterprise" workshop presented by Scott Sambucci at PARISOMA in San Francisco, CA.
The workshop focused on developing Value Statements, Identifying Buyer Types, and moving sales opportunities through the Stages of the Sale.
Questions? Call or email Scott directly at (415) 596 0804 | scott@salesqualia.com
This presentation was delivered by Sean Murphy and Scott Sambucci at the 2012 Lean Startup Conference, San Francisco during a 3 hour workshop.
The workshop focused on Customer Development for enterprise selling, with deep discussions around the Customer Buying Process, the Sales Process, 5 Challenges Every Salesperson Faces, and Sales Mapping.
An effective Sales Map increases call effectiveness by visualizing sales conversation outcomes and reducing selling anxiety.
This presentation is a series of screen shots from a live Sales Map developed on Mindomo.
Scott Sambucci presented this sale map as part of the SalesQualia Skillshare Class offered on 11.7.12 at SandboxSuites in San Francisco, CA.
To contact Scott Sambucci or SalesQualia:
Email: scott [at] salesqualia [dot] com
Twitter: www.twitter.com/salesqualia.com
YouTube: www.youtube.com/salesqualia
Website: www.salesqualia.com
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Customer Development - Lean Startup Challenge Boston 2013GYK Antler
This presentation was given to the participants in Boston's 2013 Lean Startup Challenge on day 1 of bootcamp by Brian Gladstein of Explorics. Our teams had filled out their Lean Canvas, so this session and workshop was designed to help them put together a plan for generating hypotheses and conducting interviews to validate the elements of their canvas. Topics covered:
- Finding the gaps in your lean canvas
- Introducing the concept of customer development as a way to fill those gaps
- What is problem-solution fit
- What is product-market fit
- Creating hypotheses for customer discovery
- Segmenting your target customers
- Prepping for customer interviews
Nezar Kadhem and Tomas Paulauskas prepared this PPT document to help Startup Weekend Bahrain participants on how to present a final pitch. Scroll through this presentation to learn how to convince a judging panel of venture capitalists, angel investors, and business professionals to pick your idea as the potential business success story. Participants can use this framework to present their validation, execution, and an easy to understand business model.
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
How Does COVID-19 Change The Future of Work?saastr
How is COVID19 currently changing and will change the way people work in the future? Hear it from an investor point of view with Lan Xuezhao of Basis Set Ventures.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
If you're a startup founder, building your audience is as important as building your product. Here's my go-to-market framework adapted for pre-MVP startups. Presented at Le Camp Accelerator, Quebec City, Canada.
Top Tips and Tricks for creating a Kick Ass Pitch DeckEllena Ophira
Creating a Pitch Deck is fundamentally important when raising Investment. But where do you start? It can be an overwhelming challenge, but in this presentation Ellena, the CEO and Founder of smart WedTech Startup Weddingly, will give you 10 easy to follow steps to create a kick ass Pitch Deck, that hits all the key points and leaves a lasting impression.
Presentation includes:
Template ideas
Layout options and examples from leading businesses
Fundamentals to include
Top Tips from her own funding journey
Plus, some extra tools that will help you with your funding process
Good luck!
What should new products or startups focus on first on the journey to achieving Product/Market Fit. How do you know if yo have achieved it? If you think you have Product/Market fit, what are the next steps?
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
The Best Pitch Deck Format To Attract InvestorsBryce North
**Validated by real investors!**
Based on the Guy Kawaski format, this pitch deck layout has been proven over and over again and has helped many companies raise their investment round.
If you are looking to raise your seed round, impress investors, and build a high-quality investment deck, then make sure you follow this format. This is the best pitch deck template available today.
Find more great resources here --> www.dontbealittlepitch.com
Startup Selling: How to sell if you really, really have to and don't know how...SalesQualia
Are you a start-up CEO? A technical founder with a great product that you need to start selling now? An engineer at a start-up that's been asked to pitch in with the company's sales? Then this book is for you.
While you’re sitting at your desk coding or productizing, the phone might ring every so often or you receive occasional "request for information" emails from your website. Perhaps you’re lucky enough to gain an introduction from your venture capital partner or friends in the industry. What do you do with that new prospect? How do you move from product development to revenue?
This book teaches your about the basic aspects of the sales process, and provides everyday sales strategies you can utilize immediately in your business. It's practical advice that you can start using right now. In the next 20 minutes. Today. This book will make a difference in your business. You will immediately see how inbound callers respond differently and how you're able to decode the decision process. Before you know it, you might actually begin to like sales...
The author is a 10-year veteran in Silicon Valley with more than 15 years of sales experience. You'll love his candid writing style - loaded with specific questions to ask on sales calls and example conversations that you can implement immediately into your customer interactions.
In this presentation, Sam Lippman discusses the necessity of having an exhibit and sponsorship sales plan and how to build one with Kellie Shevlin of Craft Beverage Expo and Ryan Brown of NTP.
This presentation was delivered by Sean Murphy and Scott Sambucci at the 2012 Lean Startup Conference, San Francisco during a 3 hour workshop.
The workshop focused on Customer Development for enterprise selling, with deep discussions around the Customer Buying Process, the Sales Process, 5 Challenges Every Salesperson Faces, and Sales Mapping.
An effective Sales Map increases call effectiveness by visualizing sales conversation outcomes and reducing selling anxiety.
This presentation is a series of screen shots from a live Sales Map developed on Mindomo.
Scott Sambucci presented this sale map as part of the SalesQualia Skillshare Class offered on 11.7.12 at SandboxSuites in San Francisco, CA.
To contact Scott Sambucci or SalesQualia:
Email: scott [at] salesqualia [dot] com
Twitter: www.twitter.com/salesqualia.com
YouTube: www.youtube.com/salesqualia
Website: www.salesqualia.com
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Customer Development - Lean Startup Challenge Boston 2013GYK Antler
This presentation was given to the participants in Boston's 2013 Lean Startup Challenge on day 1 of bootcamp by Brian Gladstein of Explorics. Our teams had filled out their Lean Canvas, so this session and workshop was designed to help them put together a plan for generating hypotheses and conducting interviews to validate the elements of their canvas. Topics covered:
- Finding the gaps in your lean canvas
- Introducing the concept of customer development as a way to fill those gaps
- What is problem-solution fit
- What is product-market fit
- Creating hypotheses for customer discovery
- Segmenting your target customers
- Prepping for customer interviews
Nezar Kadhem and Tomas Paulauskas prepared this PPT document to help Startup Weekend Bahrain participants on how to present a final pitch. Scroll through this presentation to learn how to convince a judging panel of venture capitalists, angel investors, and business professionals to pick your idea as the potential business success story. Participants can use this framework to present their validation, execution, and an easy to understand business model.
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
How Does COVID-19 Change The Future of Work?saastr
How is COVID19 currently changing and will change the way people work in the future? Hear it from an investor point of view with Lan Xuezhao of Basis Set Ventures.
Zero to 100 - Part 3: Founder-led Selling - Pete KazanjyDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major Zero to 100 is a learning program from David Skok. It is a detailed detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
If you're a startup founder, building your audience is as important as building your product. Here's my go-to-market framework adapted for pre-MVP startups. Presented at Le Camp Accelerator, Quebec City, Canada.
Top Tips and Tricks for creating a Kick Ass Pitch DeckEllena Ophira
Creating a Pitch Deck is fundamentally important when raising Investment. But where do you start? It can be an overwhelming challenge, but in this presentation Ellena, the CEO and Founder of smart WedTech Startup Weddingly, will give you 10 easy to follow steps to create a kick ass Pitch Deck, that hits all the key points and leaves a lasting impression.
Presentation includes:
Template ideas
Layout options and examples from leading businesses
Fundamentals to include
Top Tips from her own funding journey
Plus, some extra tools that will help you with your funding process
Good luck!
What should new products or startups focus on first on the journey to achieving Product/Market Fit. How do you know if yo have achieved it? If you think you have Product/Market fit, what are the next steps?
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
The Best Pitch Deck Format To Attract InvestorsBryce North
**Validated by real investors!**
Based on the Guy Kawaski format, this pitch deck layout has been proven over and over again and has helped many companies raise their investment round.
If you are looking to raise your seed round, impress investors, and build a high-quality investment deck, then make sure you follow this format. This is the best pitch deck template available today.
Find more great resources here --> www.dontbealittlepitch.com
Startup Selling: How to sell if you really, really have to and don't know how...SalesQualia
Are you a start-up CEO? A technical founder with a great product that you need to start selling now? An engineer at a start-up that's been asked to pitch in with the company's sales? Then this book is for you.
While you’re sitting at your desk coding or productizing, the phone might ring every so often or you receive occasional "request for information" emails from your website. Perhaps you’re lucky enough to gain an introduction from your venture capital partner or friends in the industry. What do you do with that new prospect? How do you move from product development to revenue?
This book teaches your about the basic aspects of the sales process, and provides everyday sales strategies you can utilize immediately in your business. It's practical advice that you can start using right now. In the next 20 minutes. Today. This book will make a difference in your business. You will immediately see how inbound callers respond differently and how you're able to decode the decision process. Before you know it, you might actually begin to like sales...
The author is a 10-year veteran in Silicon Valley with more than 15 years of sales experience. You'll love his candid writing style - loaded with specific questions to ask on sales calls and example conversations that you can implement immediately into your customer interactions.
In this presentation, Sam Lippman discusses the necessity of having an exhibit and sponsorship sales plan and how to build one with Kellie Shevlin of Craft Beverage Expo and Ryan Brown of NTP.
Presentation I have done in a Sloan software class on sales, sales management, and sales strategy. Particularly applicable to companies doing b2b selling.
This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here:
http://flevy.com/browse/business-document/strategic-marketing-and-sales-plan-template-233
This 71-page template is a comprehensive template for a Strategic Marketing and Sales Plan. It is based on the Systems Thinking Approach, and guides the development of the strategic marketing and sales plan in the context of the bigger picture corporate strategies. Using this template will allow the user to follow a rigorous process in developing the marketing plan, that takes into consideration the external business environment, and the internal corporate strategies and goals, then develops clear marketing goals, strategies and action plans to implement effective marketing.
Define a Promotional Calendar
Analyze/Track sales records
Project Sales
Project Results
Conciliate Sales and Results
Detail the Plan
Control, Evaluate, Adjust
by Alain Winandy
www.infovarejo.com.br
www.awac.com.br
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
Strategic Planning And Organization ClarityKenny Ong
ABF Strategic Corporate Planning Conference
March 2009, KL
*What are the key pitfalls that can derail strategy planning and implementation efforts?
*What are the critical activities that are anecdotes for driving the development of organisational clarity?
*Examples and case studies
You've got security issues to solve. Should you build a solution or buy something pre-built? If you choose to buy, what should your selection criteria be? What questions should you ask the vendor? How should you run a POC? How do you put a security product through it's paces?
You can view a recording of this presentation here: https://www.youtube.com/watch?v=SPFam1FtPRY
Slides from the Business Marketing Association-St. Louis' Product Launch Camp. We discussed how to prepare for a successful launch, potential pitfalls and exciting milestones on bringing a product to market at 2e Creative on July 20, 2016.
Product managers need to be market driven. When you're being driven by customers, problems, and competitors, you need a tool which brings all of your insights together to help drive holistic decision making. I use a Market Problem Matrix to create that view to develop insights and drive conversations.
How to identify and build a scaleable sales processFrank Dale
Effective sales teams build and execute repeatable sales playbooks. For many companies, the challenge is identifying a sales process that is effective and scaleable. This presentation developed for a workshop sponsored by Elevate Ventures walks you through:
1. Identifying your buyer's decision-making process
2. Building a sales process that aligns your interests and your buyer's interests.
3. Measurement strategies that allow for ongoing sales process improvement.
Similar to Nordic Innovation Group: Startup Selling Workshop (20)
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.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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.
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.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
The key differences between the MDR and IVDR in the EUAllensmith572606
In the European Union (EU), two significant regulations have been introduced to enhance the safety and effectiveness of medical devices – the In Vitro Diagnostic Regulation (IVDR) and the Medical Device Regulation (MDR).
https://mavenprofserv.com/comparison-and-highlighting-of-the-key-differences-between-the-mdr-and-ivdr-in-the-eu/
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
1. + Find Your First Customer, Then 10 More…
Nordic Innovation Group| Palo Alto, CA
April 25, 2015
2. +
Today’s (very aggressive) Objectives
By the completion of today’s workshop, you will be
able to:
Construct a Sales Framework for your product by
identifying risk in your process;
Identify Buyer Types & Sales Zombies
Create an Implementation Plan for your future
customers
Define Milestones & Metrics in your sales process.
Discuss strategies for using LinkedIn.
6. The Sales Model Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
7. The Sales Model Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
10. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
17. +
Exercise: Why does you
Customer buy your product?
Why does your Customer buy your product?
+ Revenue?
- Cost?
+ Efficiency?
- Risk?
[3 minutes]
19. +
Source: “The SPIN Model,” White paper by Huthwaite Institute. Available online here:
http://img.en25.com/Web/Huthwaite/%7B55d0f3f4-051e-4cdf-a25f-97cc3831c383%7D_The_SPIN_Model.pdf
Implied vs Explicit Needs
22. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
38. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
39. +
Value Statement Construction
1. What need does your solution fill?
2. It’s not what your product does, it’s
about the problem it solves.
3. Think numbers (%, $, days, units).
40. +
“We help you increase revenue
by enabling your calling agents
to target the right leads and to
make up to 35% more calls per
day.”
41. +
“We help you decrease costs by
25% by coordinating business
units through collaborative
workflow and real-time
information sharing.”
42. +
“We help you decrease your
company’s risk by providing a
real-time view into your
manufacturing processes and
assessing workplace safety with
daily reports.”
43. + “What job are your customers hiring you to
do?”
-Clayton Christensen
Now… Write your Value Statement for
each Buyer Type, framing your
statement in terms of the customer’s
problem, not your product.
Hint: Remember the four (4) reasons people buy.
“For [insert buyer type], we …”
45. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
48. +
Exercise
Why will your customer do nothing?
What is the biggest objection you’ll face?
Who are your competitors?
How will you address this?
[6 minutes]
49. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
52. +
The “What happens next?”
Framework
The first minute?
The first hour?
The first day day?
The first week?
The first month?
The first quarter?
The first year?
54. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
55. The Sales Model Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
v
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
56. The Sales Model Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
58. +
4 Stages of the [Enterprise] Sale:
1. Need Analysis
2. Evaluation of Options
3. Resolution of Concerns
4. Implementation
http://www.amazon.com/SPIN-
Selling-Fieldbook-Practical-
Exercises/dp/0070522359
59. +
Stage 1: Needs Analysis
Similar to “Customer Discovery”
Think: Confirm | Ask | Explore
The customer must state the problem –
don’t “lead the witness…”
Focus on what the customer is
communicating, not what they are
saying…
61. +
Stated Need:
“We’re looking for a new web meeting software.”
Actual Need:
“Our sales team is entirely phone-based we’re
seeing a large drop-off in our pipeline after product
demos.”
62. +
How far you can move the sale
WITHOUT showing your product?
64. + Stage 2: Evaluation of Options
Can be the “Sales Graveyard”
“Business Demo” (Demo #1) vs.
“Technical Demo” (Dem0 #2)
Goal: Keep the opportunity moving
83. +
For your prospect to implement your
solution, what would you do:
In the first minute?
In the first hour?
In the first day?
In the first week?
In the first month?
In the first quarter?
In the first year?
Stage 4: Implementation
84. +
Recap: 4 Stages of the Sale
1. Needs Analysis
2. Evaluation of Options
3. Resolution of Concerns
4. Implementation
85. The Sales Model Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
87. +
Examples: Key Metrics &
Milestones
Non-disclosure Agreement (“NDA”)
Intros to additional buyers (i.e. technical,
economic, user)
Onsite visit to your office
Technology audits to estimate
configuration costs
Implementation planning (a.k.a. “Work
Plan”)
88. +
Exercise
What are the key milestones and metrics
that both you and the customer can
agree upon for your sales process?
[4 minutes]
89. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
91. +
Sales Mapping:
“What happens next?”
The first minute?
The first hour?
The first day day?
The first week?
The first month?
The first quarter?
The first year?
92. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
93. + Executives think: “What can this
product do for me? How can I put it
to work for my business?”
96. +
Exercise
How many seat licenses?
Billing cycles?
Budget cycles?
Signatory?
Renewal clauses?
Right to cure?
[3 minutes]
97. The Sales Canvas
1. Customer
Needs
4. Objections,
Competitors,
Status Quo
5. Implementation
& Support
3. Value
Statements
2. Buyers &
Buyer Types
6. Stages of
the Sale
7. Key
Metrics &
Milestones
8. Sales Map
9. Work Agreement
& Economics
123. +
Problem #1: Improve coordination
Image source: Galbraith “Designing Organizations: An Executive Guide to Strategy, Structure, and Process Revised “
Usually your buyers doesn’t know how purchasing decisions are made.
They don’t trust you. They don’t like you. They’ve seen you’re kind 100 times before and they know that you don’t know what you’re doing and that you’re going to pester them for the next six months with emails, phone calls, and otherwise asking them for help so that you can sell your product and earn a commission so you can buy a new 5-series BMW and take a vacation in Hawaii while they work in their cubicles for $55,000 a year hoping that it snows so the office closes so that they can get a free day off of work.
Don’t sell the whole thing. i.e. Trials with rules.
Don’t sell the whole thing. i.e. Trials with rules.
Don’t sell the whole thing. i.e. Trials with rules.
One of the biggest problems you can solve for customers is “Coordination.”“Coordination is managing dependencies between activities.”
X-inefficiency is the difference between efficient behavior of businesses assumed or implied by economic theory and their observed behavior in practice.