Sales & Biz Dev with Krista Jones - Entrepreneurship 101
•
1 like•2,781 views
How are you going to sell your product? Learn the principles of “selling value” to your customers, with a special emphasis on the challenges of sales for technology start-ups. Get tips for dealing with stakeholders and distributors and learn how to manage risks and problems. Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
More Related Content
What's hot
What's hot (20)
Viewers also liked
Viewers also liked (13)
Similar to Sales & Biz Dev with Krista Jones - Entrepreneurship 101
Similar to Sales & Biz Dev with Krista Jones - Entrepreneurship 101 (20)
More from MaRS Discovery District
More from MaRS Discovery District (20)
Recently uploaded
Recently uploaded (20)
Sales & Biz Dev with Krista Jones - Entrepreneurship 101
- 2. Sales & Biz Dev
- 3. Sales is a process
- 4. Sales Sales Skills Prospecting need Asking Questions Finding “Pain” special Uncovering Budget Gaining Commitment skills Personal Skills Goal Achieving Resilency Self-starter Reslts Oriented Self Management Job Skills Product or Industry Knowledge Sales Experience Market Knowledge Education
- 5. Sales has different channels Increasing Account Inside Direct Solution Size Sales Sales Selling And Importance Retail / Indirect / Online Partners Increasing Complexity of Transaction
- 6. Types of Indirect Channels Let your Customer help you choose Big is not always best for a start up PARTNER MARKETING
- 7. A Sales Funnel is fundamental Prospects 10% Validated 25% 1 in 10 chance of Qualified 10% Best Few 90% success at each stage Won Start up is closer to POST 1 in 25
- 8. Sales needs material Marketing campaigns Sales Sheets Presentations Reference Story Prospects 10% Solution Sales Sheets Customized Presentations Validated 25% Demo Sponsor Letter Custom Value Proposition Qualified 10% Solution Blue Print Proposal Best Few 90% Specific Pricing Won Implementation Billing POST Customer Management Stable Operations
- 9. Web based selling Same odds, different tactics
- 10. Stakeholder Map Economic Buyers User Buyers final authority to use or supervise the release the funds use of your product Technical Buyers Coaches judge and rule on your guide you in the sale product’s specs Create WIN WIN with each. Determine and rank degrees of influence honestly. Analyze your position with each honestly.
- 11. Deal Structures Partners Licensors Simplicity Pilot Reference Revenue Margin
- 12. The 10-3-1 rule For every You may get To generate 10 cold to make 3 1 sale calls made presentations
- 13. Good sales people face rejection every day and still smile!
- 14. Value Proposition is everything
- 15. The Sales Pitch Be clear on .. • what’s in it for them • meeting purpose • your value proposition • time alllotment • who’s attending • facilities
- 16. The 10 essential slides • Title • Problem hook • Problem explanation • Customer impact • Big idea insight • Solution (value proposition) • Underlying magic • Team and credentials • Partners and customers • Summary
- 18. This is not art. This is business.
- 19. Appeal to their
- 20. Start Strong.
- 21. Have a memorable and actionable ending. Have a memorable ending.
- 22. Every pitch is different.
- 23. A pitch is a dialogue not a debate.
- 24. Your deck is not your script.
- 25. Honesty is the only policy.
- 26. Sales is a people process
- 35. Listen to the Customer 2 ears & 1 mouth Use in that proportion!
- 36. Sales & Biz Dev