This workshop will provide you with the tools, techniques, and sales strategies on how to effectively penetrate your dream clients, as well as save you time and money. Let’s face it, most startups do not have the budgets to spend on the fancy and expensive software products and hiring a full-blown sales team. In turn, they need to find alternatives that can still get the job done. To add, many buyers in today’s markets are bombarded by sales people each and every day so it’s important to understand the best approaches in order to differentiate yourself amongst the noise. Below are a few areas that will be covered during this workshop: - Creating a Powerful and Compelling 1-Pager – Value Proposition - LinkedIn Outreach Strategies - Sales Software - Email tracking / Databases, CRM etc. - Email / Cold Calling Strategies - Building your Prospect List - Research / Targeting

1. BEIRUT
Samer Bawab
Business Development Consultant
@SamerBawab1
Sales & Business Development
Workshop Tips and Tricks

2. Agenda
1. Creating an Effective Value Statement & Executive 1-pager
2. Building your Prospect List - Research / Targeting
• Identifying your Target Market
• Building your Ideal Customer Profile
• Identifying your Decision makers
3. Outreach Strategies
• LinkedIn
• Email
• Cold Calling
4. Additional Free & Paid Tools

3. Past Work Experience

6. Business TransformationInnovation Consultancy

8. Carpool in real-time
and
earn rewards
Find Matches
How Does ItWork?
Post your schedule
or
single ride

9. Value Proposition &
Executive 1-pager

11. Questions to Answer

12. Questions to Answer
1. Who is our most prominent customer and what is their problem?
2. How will your customers situation materially improve by using your product or
service?
3. What are the alternative solution for this problem?
4. What makes our solution a better choice than the alternative?
5. How do we prove that we can deliver the promised results?

13. Remember: Your value
statement should be in the
language of your customer

14. Why does your client hire your product / service?
Fill in the blanks:
People hire Your product / service to do the job of _______
when________
The other tools for this job are ________, _________ and ________,
but your product / service will always get the job done
because_________.

15. Why does a client hire Carpolo?
People hire Carpolo to do the job of creating convivence for employees,
students and community members that travel to their office, university or
home by creating an alternative mode of transportation and allow them
to share their empty car seats.
The other tools for this job are shuttle busses, taxis, and private cars,
but Carpolo will always get the job done because we have a proven
technology that unlocks a new mode of transportation

16. Examples

18. Expanding the circle of
people that you can
carpool with by connecting
you with trustworthy
individuals from the same
community.
Search engine for un-used car seats
Community-based

22. 1. Understand Your Prospects Priorities and
Pain Points
2. Add Value
3. Drive Action
Key Takeaways

24. Checkpoint
1. Value Statement & Executive 1-pager
2. Building your Prospect List - Research / Targeting
• Identify Target Market
• Build Ideal Customer Profile
• Identify Decision makers
3. Outreach Strategies
• LinkedIn
• Email
• Cold Calling
4. Additional Free & Paid Tools

25. Building your Prospect List

26. • JORDAN
 Amman
 Zarqa
 Irbid
• UAE
 Abu Dhabi
 Dubai
• KSA
 Jeddah
 Riyadh
Bahrain
 Manama
 Muharraq
• Oman
 Muscat
 Salalah
• Turkey
 Istanbul
 Ankara
 Ismir
• Egypt
 Cairo
 Alexandria
Step 1: Identify your Target Market (Country & City)

27. • MALAYSIA
 Kuala Lumpur
• Myanmar
 Yangon
• Philippines
 Manila
 Makati
 Pasay
• Vietnam
 Ho Chi Minh
 Hanoi
 Da Nang
• Indonesia
 Jakarta
• Chile
 Santiago
• Bolivia
 La Paz
 Cochabamba
 Sucre
 Potosi
 Santa Cruz
de la Sierra
• Brazil
 Sao Paulo
 Rio de Janeiro

28. Understanding the Target Market
• Are there currently any competitors in the space?
• Are there any govt restrictions that would prevent your product or service to be
implemented in that region?
• What is the culture like there? Will they accept your product or service?
• Identify the demographic you are looking to target
• What are the most prevalent and largest sectors within that city or country?
(Financial, manufacturing, telecom, etc.)
• Check local news platforms and channels to gauge some of the common issues
that are being talked about in the news and see if your solution can help tackle
some of those challenges.

29. Client Business Verticals
 Hospitals
 Banks
 FMCG
 Clustered Communities
 Real Estate (BDD)
 Universities
 Manufacturing
 Tech
 Telco
Step 2: Building the Ideal Customer Profile - The Sweet Spot
Criteria for ideal Client:
 1,000 + Employees
 Central HQ or Multiple Office
Locations
 CSR Focused and Eco Friendly
Centric
 Revenue of $50 Million +
 Limited parking, and difficulty
coming and going to work

30. Owler

31. Step 3: Identify the Decision Makers
Sarah the Marketing
Executive
Rawan the HR
Director Charlie the CSR Manager
Trying to solve Parking
problems, improving
employee culture, added
benefits, issues with
employees coming and going
to the office
Pushing eco-friendly and
green initiatives within the
organization.Trying to meet
SDG requirements, and
trying to reduce the
environmental impact
employees have on
environment
Focusing on creating internal /
external marketing
campaigns that focus on
positive and

35. Checkpoint
1. Value Statement & Executive 1-pager
2. Building your Prospect List - Research / Targeting
• Identify Target Market
• Build Ideal Customer Profile
• Identify Decision makers
3. Outreach Strategies
• LinkedIn
• Email
• Cold Calling
4. Additional Free / Paid Tools

36. Outreach Strategies

38. • There are 63 million unique mobile users monthly.
• LinkedIn profiles with photos get 21x more views and 36x more
messages.
• Only 3 million users share content weekly.
• Only 1 million users have published an article on LinkedIn.
• About 45% of LinkedIn article readers are in upper-level positions
(managers, VPs, Directors, C-level).

39. Email

40. Useful Email Search Platforms

41. Touch Point 1:
Subject Line: Insightful Article to Share
Good Afternoon Mr. Kylili,
I hope this message finds you well and things are busy at Hellenic Bank. I just
wanted to reach out to you and share with you a very insightful article that I came
across over the weekend which discusses challenges HR managers like yourself face
and large banks across the world with employee satisfaction.
Insert Link to Article:
Furthermore, I would to get your feedback on this and see if it it was helpful. I look
forward to hearing from you.
Samer

42. Subject: Carpolo + Hellenic Bank
Good Afternoon Mrs. Kylili,
I just wanted to follow up from my previous email and I hope and things are busy at Hellenic Bank. To add, I came across your
2018 CSR Report which was located on your website, and noticed you had a number priorities as it relates to environmental
impact, which includes reducing your Direct C02 emissions from business travel from owned/leased vehicle as well as a
number of other important green initiatives.
Furthermore, I am working with a number of Marketing executives such as yourself on providing a new mode of
transportation for staff who work at large organizations across the region to help them with:
• Productivity: Arrive, Park and Depart from the office more efficiently (more productivity, fewer costs, less pollution)
• Sustainability: Create internal sustainability campaign that engages staff by posting their un-used car seats to and from
Hellenic Bank locations
• Smart Community: Promote an eco-friendly solution using a gamified tech app leading to a smart and eco-friendly
company
Lastly, if you have 30 minutes this Friday at 10:00 am (local Cyprus time) or Monday at 11:00 am, I would love to hear more
about your current initiatives and see if Carpolo is something that can add value to your organization.
Best Regards,
Samer

43. Email FAIL!

45. Value Added Attachments
White Papers
Industry Specific Article

46. When Should I Make My
Attempts?

47. • Emails sent at 8 AM, 1 PM, and 5 PM perform the best. Use
these time slots as a departure point.
• the highest click-to-open rates are 10 AM, at 21%, 1 PM, at
22.5%, and have seen a spike at near 6 PM. The data reflects
when most audiences begin or conclude their day and have the
most time to check their emails. (Hubspot)
• Consider sending emails based on each recipient’s timezone.
• Tuesday and Thursday are the best days in terms of open and
click-through rates.
When Should I Make My
Attempts?

48. Cold Calling

49. Successful Cold-Calling
Strategies

50. 1. Book a Time Slot
2. Stand up, smile, and be super positive
3. Be Hands Free
1. VoIP Subscription
2. Do not get discouraged by rejection
1. Dial, Dial, Dial!!!
Key Points

51. Cold Calling

52. Cold Calling Script
Sales Rep: Hi Mr. AlJabbar, My name is Samer and I work for a Carpolo, a carpooling app company.
The reason for my call is because I am working with companies like (list competitors or companies
similar in the space) with helping them save tremendous time and money on onboarding new hires,
and ensure current employees are satisfied .
Sales Rep: Are you currently working with a any 3rd party suppliers like us at this time?
Prospect: How did you get my number? I am busy and I cant talk right now!!
Sales Rep: I completely understand, and I will go ahead and let you get back to you day. But before
you go, ould it be ok if I got your email and just sent you some information, and if what I am offering
is in

53. "Alright, why are you calling?“
Answer, "Sometimes I forget." Laugh again.

54. Cold Calling Script
Sales Rep: Shirley I appreciate I'm a Monday morning interruption.
Sales Rep: Can I steal 32 seconds to tell you why I've decided to call & you decide whether you want to continue?" (Pattern
interrupt/understanding/ up front contract: prospect feels in control)
Prospect: "Sure"
Sales Rep: "Typically when I speak with other HR executives like yourself they share 2 key frustrations.
• Finding a solution for employee parking at the office, and difficulties with coming and going from work
• Not having enough eco-friendly or social responsibility internal initiatives
Which of those sounds remotely familiar?" (non-committal ask/encourages selection)
Prospect: Both!"
Sales Rep: Which of the two, is the one you think about most?" (
Prospect: "Number one" "
Can you share a recent example?" (make real/ get prospect to visualise) "*Prospect gives relevant example
My 32 seconds is up. If there's a solution for this, would it be crazy to give 20-30 minutes at a time more convenient to talk more?"

55. Open Ended Questions
1. Would you be the best person to speak with regarding this initiative? If not, could you
please point me in the right direct?
2. What are some of your main objectives or goals for this quarter? And are you facing any
roadblocks or difficulty reaching success?
3. What's been repeatedly discussed at standups or all-company meetings by senior
management?
4. What are the details of the decision-making process and who is involved? Or, 2. How have
decisions like this been made in the past?
5. What are your top business priorities for the upcoming year?
7. What’s the best way to communicate with you moving forward?
8. Do you have a budget allocated for this initiative / effort?

56. Objection handling:
Before meeting with a client, write down what objections you
will probably face and come up with responses:
• We don’t have any money to pay for this now!
• We are already using or working with a similar solution / partner
• It’s just not a high priority right now
• I can’t talk now, Can you send me some information?
• We are fine with the way things are now!

57. Which Day of the Week Should I Make My
Attempts?

58. What Time should I Make My Attempts?
• According to a CallHippo study actually found the best time to call a
prospect is between 4:00 p.m. and 5:00 p.m..
• The second best time to pick up the phone is between 11:00 a.m and 12:00
p.m..
• Salespeople have a 90% success rate on making contact with their lead on
the sixth call.

59. Checkpoint
1. Value Statement & Executive 1-pager
2. Building your Prospect List - Research / Targeting
• Identify Target Market
• Build Ideal Customer Profile
• Identify Decision makers
3. Outreach Strategies
• LinkedIn
• Email
• Cold Calling
4. Additional Free & Paid Tools

60. Additional Free / Paid Sales
Software Tools

61. CRM

62. Twitter

63. Evernote

64. Feedly

65. Buffer

66. Helpful Resources

67. Thank you!!
samer@samerbawab.com samer@carpolo.co