Slides from speakers and sponsors from SalesJam 4.0, held in Durham on August 18, 2017. *Missing are slides from keynote speaker Brad Brinegar. They're posted separately on our SlideShare page.
A quick-thinking, fast on his feet Creative Director found himself as the Founder and CEO of Rocksauce Studios. Q Manning talks about how someone with no formal business training can traverse the tricky new business landscape using determination & trust in his team. Parking & refreshments provided by Graves, Dougherty, Hearon & Moody!
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.
Nationally renowned real estate guru shares what the real goal of success is. How will your business practices benefit you, your family, and the client?
A quick-thinking, fast on his feet Creative Director found himself as the Founder and CEO of Rocksauce Studios. Q Manning talks about how someone with no formal business training can traverse the tricky new business landscape using determination & trust in his team. Parking & refreshments provided by Graves, Dougherty, Hearon & Moody!
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.
Nationally renowned real estate guru shares what the real goal of success is. How will your business practices benefit you, your family, and the client?
This entertaining presentation on how to build and deliver killer presentations and pitches was given to the Hispanic marketing association AHAA! ar their annual conference: Miami 4/27/15. The presentation is from my book, "The Levitan Pitch. Buy This Book. Win More Pitches."
Yes, You Can Write and Publish A Business Book in 6 MonthsPeter Levitan & Co.
You can research, write and publish a business book in 6 months. I've done it twice.
This presentation was written for an advertising industry audience at HubSpot's 2014 Inbound Conference. But the learning and tips are relevant to every marketer. Here is one example of what I call content multipliers that will help you create a powerful book on virtually any subject... add expert interviews.
I did this for my book The Levitan Pitch. Buy This Book. Win More Pitches. It is up on Amazon.
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
7 Fatal Pitch Deck Mistakes Scaring Away Investors - Don't Be A Little PitchBryce North
Ahh…rejected pitch decks. Having a hard time attracting investors or not sure how to get their attention? Don't waste another minute building investment presentations that are doomed to fail! This presentation is for anyone who has spent hours chasing investors that never close.
Find more great resources here --> www.dontbealittlepitch.com
For many of us, the feeling of inevitable doom when we start writing our investment strategy can be overwhelming. Just how much effort should we put into creating something that might just get shut down? Or worse, ignored. It all feels so defeating and before you know it, you are quickly running out of cash. Major heartburn.
Check out our successful pitch deck master class: https://www.dontbealittlepitch.com/pitch-deck-master-course
Are you ready to speak to investors. Use these essential tests to better prepare yourself. Read expert investor pitch advice about investor pitch decks, investor pitch meeting and tough investor questions. Read more
Get paid for sending visitors to a website - Free Affiliate Marketing E-Book...Sangram Singha Roy
Super Affiliate Marketing Mastery
The Top 5% Are Super Affiliates That Make 95% Of The Income Online. Learn Their Secrets Here To Boost Your Earnings To Super Affiliate Levels.
Buy Link:
https://15ca8ocjvpndre74xmxou7jq5o.hop.clickbank.net/
(copy and open this link to your browser)
Introducing Affiliate Gold – Digging for Affiliate Marketing Gold in 2018 and Beyond! Inside this eBook, you will discover the topics about the reason super affiliates make so much more than others, these regular affiliate mistakes, how do you choose your niche, finding the best affiliate programs, affiliate programs, which to join, getting paid the highest rates, pay per lead programs, PPC: get paid for sending visitors to a website, recurring income , how to get paid for the same sale over and over again and so much more!
Top 10 Reasons You Should Consider Promotional Marketing As Your Next Career....Edwin J. Goitia
Have you ever heard of promotional marketing? Well, it is definitely one of those recession-proof, life-changing jobs/gigs you may have heard of before but never really knew much about. Check out this presentation on why this may be your next best move in your career track!
Join our thriving community to get started: http://www.promorockstar.com/group
Get started on the right foot today http://www.promorockstar.com/7steps
One of the most helpful ways you can ensure your designer delivers work that wows you is by telling them exactly what you’re looking for up front. That’s where your creative brief comes in.
Here, Tim Reid of The Small Business Big Marketing Show and Aleks Witko of 99designs will walk you through the best practices of writing a great creative brief—one that puts your designer on the right track for delivering you a design solution that truly fits your business and your brand.
Here’s a simple way to build your business - stop thinking of yourself as a business and consider your business a brand. Here are ten easy tips to help identify what yours is.
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
This entertaining presentation on how to build and deliver killer presentations and pitches was given to the Hispanic marketing association AHAA! ar their annual conference: Miami 4/27/15. The presentation is from my book, "The Levitan Pitch. Buy This Book. Win More Pitches."
Yes, You Can Write and Publish A Business Book in 6 MonthsPeter Levitan & Co.
You can research, write and publish a business book in 6 months. I've done it twice.
This presentation was written for an advertising industry audience at HubSpot's 2014 Inbound Conference. But the learning and tips are relevant to every marketer. Here is one example of what I call content multipliers that will help you create a powerful book on virtually any subject... add expert interviews.
I did this for my book The Levitan Pitch. Buy This Book. Win More Pitches. It is up on Amazon.
Projects to Promotions, LLC helps non healthcare and healthcare business entrepreneurs with training, podcasts, workshops, seminars, coaching, teleconferences, etc
7 Fatal Pitch Deck Mistakes Scaring Away Investors - Don't Be A Little PitchBryce North
Ahh…rejected pitch decks. Having a hard time attracting investors or not sure how to get their attention? Don't waste another minute building investment presentations that are doomed to fail! This presentation is for anyone who has spent hours chasing investors that never close.
Find more great resources here --> www.dontbealittlepitch.com
For many of us, the feeling of inevitable doom when we start writing our investment strategy can be overwhelming. Just how much effort should we put into creating something that might just get shut down? Or worse, ignored. It all feels so defeating and before you know it, you are quickly running out of cash. Major heartburn.
Check out our successful pitch deck master class: https://www.dontbealittlepitch.com/pitch-deck-master-course
Are you ready to speak to investors. Use these essential tests to better prepare yourself. Read expert investor pitch advice about investor pitch decks, investor pitch meeting and tough investor questions. Read more
Get paid for sending visitors to a website - Free Affiliate Marketing E-Book...Sangram Singha Roy
Super Affiliate Marketing Mastery
The Top 5% Are Super Affiliates That Make 95% Of The Income Online. Learn Their Secrets Here To Boost Your Earnings To Super Affiliate Levels.
Buy Link:
https://15ca8ocjvpndre74xmxou7jq5o.hop.clickbank.net/
(copy and open this link to your browser)
Introducing Affiliate Gold – Digging for Affiliate Marketing Gold in 2018 and Beyond! Inside this eBook, you will discover the topics about the reason super affiliates make so much more than others, these regular affiliate mistakes, how do you choose your niche, finding the best affiliate programs, affiliate programs, which to join, getting paid the highest rates, pay per lead programs, PPC: get paid for sending visitors to a website, recurring income , how to get paid for the same sale over and over again and so much more!
Top 10 Reasons You Should Consider Promotional Marketing As Your Next Career....Edwin J. Goitia
Have you ever heard of promotional marketing? Well, it is definitely one of those recession-proof, life-changing jobs/gigs you may have heard of before but never really knew much about. Check out this presentation on why this may be your next best move in your career track!
Join our thriving community to get started: http://www.promorockstar.com/group
Get started on the right foot today http://www.promorockstar.com/7steps
One of the most helpful ways you can ensure your designer delivers work that wows you is by telling them exactly what you’re looking for up front. That’s where your creative brief comes in.
Here, Tim Reid of The Small Business Big Marketing Show and Aleks Witko of 99designs will walk you through the best practices of writing a great creative brief—one that puts your designer on the right track for delivering you a design solution that truly fits your business and your brand.
Here’s a simple way to build your business - stop thinking of yourself as a business and consider your business a brand. Here are ten easy tips to help identify what yours is.
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Klaus-M. has 20 years of experience from enterprise sales to B2B SaaS inbound and outbound sales. This presentation gives a holistic overview of sales and many insights into his learnings.
WORKBOOK - The Ultimate Indestructible Blueprint For Maximizing Sales in 2017Meredith Oliver
Presented at the 2017 International Builders Show by Meredith Oliver, Evan Carroll, and Stan Phelps. Three hour master session. This session helped attendees recognize and understand the role customer experience plans in the customer buying journey.
We wanted to share with you our top tips for building your brand. After 20 years of building some of Ireland finest brands, we’ve learnt a thing or two! We hope you find this slideshare inspiring and a useful guide to get you started.
Marketing on a budget, it's the thought that countsRed Ark
Liz Rowell's presentation on the art and science of marketing with a minimal budget - including how to find and ally yourself with brandmates - for NSW Department of Industry & Investment small business program. Liz is the Managing Director of Red Ark.
High Ticket Sales - How to Sell Large Client RetainersRyan Stewart
We all get started selling our services at any price we can. But eventually, you need to land larger clients in order to scale. This deck walks you through how I attract, close and manage large retainer clients for our agency.
50 Sales Lessons from 3 Years in B2B SaaSEvan Lewis
This deck highlights the top 50 lessons learned from my startup sales career thus far. Lessons are broken down by:
- Deal Cycles & Closing
- Sales Management
- Sales Operations
- Sales & CS Alignment
I hope you find it valuable! Thanks in advance for reading - please share your favourite soundbytes and send me any feedback you have :)
7 must do steps to start-up new sponsorship -- Craig StaceyCraig Stacey
These are the things you must-do when starting a new sponsorship to insure a quick start & sustained success. This presentation was made in April of 2016 at the 33rd Annual IEG Sponsorship and Events Conference. Held in Chicago, this marketing conference was attended by over 1,500 brand and agency marketers from across the globe where we discussed how to grow partnerships through innovation.
5. “Ansible already finds its way into 1/3 of all
Red Hat deals…
That is staggering when you consider that Red Hat didn’t acquire Ansible until
late 2015, and Ansible didn’t even exist as a project until 2012 or as a
company until 2013. For Ansible to be contributing in a significant way to Red
Hat’s $2 billion-plus in annual revenue is a major accomplishment.”
http://www.infoworld.com/article/3187855/devops/ansibles-rise-is-fueling-red-hats-reinvention.html
6. 10 THINGSthat helped us build a powerful sales (and
marketing) engine at Ansible
or: 10 things that can help you build a repeatable GTM
model at your early-stage start-up
7. *CAVEAT
Ansible is an AWESOME technology. If
you don’t have a great product to sell,
you should probably start there.
8. *CREDIT DUE
Evan Whelchel (our head of Ansible sales and lead
gen), Gretchen Miller (our head of marketing) and
our entire Ansible sales team deserves most of the
credit for these ideas.
9. #1: Know your job
As sales & marketing management, your job is to
build a repeatable revenue model… not to get
revenue at all costs. Be transparent with your
salespeople that this is what you are doing.
10. #2: Heroes need not apply
Your sales people’s job is to follow the process and
report back feedback on the process. Random acts of
salesmanship are not actually helpful.
11. #3: Know your market
Create a sales process and tactics that serve your
prospects in an authentic and appropriate way.
Anything else is a “sales cheat”, and doesn’t help you
build a repeatable revenue model.
12. #4: Everything is a test
Test and measure everything. Guess what you can’t test
and measure? Random acts of salesmanship. So, don’t
encourage them. Encourage & reward following the
process and providing feedback on the process.
13. #5: Kill special deals.
Do special, one-off deals at your own peril. Instead,
build controlled flexibility into your model, and iterate
your model quickly in order to meet the market where
the value is.
14. #6: Try transparency.
We published our pricing and volume discounts, and it
helped drive a repeatable model. Our sales people were
transparent about how you could receive further
discounts (term commitment, volume, co-marketing,
in-quarter close). Then, we held the line.
15. #7: Telegraph change.
Salespeople rarely like change, but you must change
quickly to build a repeatable revenue model. Be
transparent, fair, trust your people, give and take, and
over-reward in the early days. Help them see the big
picture and give them a stake in changing things.
16. #8: There is no us vs. them.
There is only smarketing.
In an early stage start-up, sales & marketing must be
tied at the hip. We even called it smarketing. Yes, that’s
corny. But, everyone needs to understand we are
building and-to-end model.
17. #9: Three > Two > One
You can’t test a process if you have only one sales
person, one solutions engineer, one lead gen rep, etc. I
would rather wait to hire 2 than hire 1. 3 is even better.
Bring in a “class” if at all possible.
18. #10: Build a culture.
NOT a sales culture. A company culture. At Ansible, our
culture was described in 3 words: Kindness, Openness &
Accountability. We still use this today, even as part of
Red Hat. A strong cultural statement is a measuring
stick for everything you do - including sales.
19. BONUS! Ring the Bell!
Every sale, with details, visible to everyone in the
company. Preferably on Slack, so people can post
emojis and giphies to celebrate.
22. Founders Panel
Moderated by Jeff Lindsey, Principal and co-founder of Marlow Consulting Group
Sue Harnett
Founder of Replay Photos
and Rewriting the Code
Justin Winter
Co-founder of Boostopia
and Diamond Candles
Ashlyn Sanders
CEO, NEUROVice
24. ● The numbers (Why should you care?)
● The examples (We’re not making it up!)
● The learnin’ (You can do it too!)
● Q&A
The Circular Customer Journey:
Aligning Sales, Marketing and Customer Success to Boost
the Bottom Line
28. No one is a better marketer,
prospector, or salesperson,
than a
deeply satisfied
customer
29. 60 day average sales cycle
Year <30 Day Cycle Total % growth <30 days % growth Total
2014 77 176 67.4% 102.3%
2015 73 224 -5.19% 27.3%
2016 159 382 117.8% 70.5%
31. Linear Customer Journeys Are a Dead End
Marketing Sales Customer Success
Stop wasting the momentum you’ve built up with the customer!
Stories
Revenue
Referrals
33. Shared Language Enhances Understanding
Shared language
➢ Practice active listening during sales calls
➢ Share the phrases, lingo, etc. with marketing
➢ Demonstrate industry knowledge
34. Shared Knowledge Writes a Story
Shared knowledge
➢ Don’t underestimate the value of your
sales notes
➢ Every interaction contributes to the
customer story being written in your CRM
➢ The more stories you have, the more
patterns you uncover
35. Shared Respect Builds Loyalty
Shared respect
➢ Partner relationship with Marketing and CX
➢ Treat clients like relationships, not like transactions
➢ Even a churned customer can be an advocate so
don’t burn bridges
36. Complex Customer Journeys Fuel Growth
Marketing
Sales
Customer
Success
Relationship
Referrals
Customer Advocates
Language
Leads/Dem
os
37.
38. Thank you to our Sales Pipeline
session sponsor.
39. Lightning Talks: Sales Pipeline
Introduced by Will Barfield, Founder & CEO of Barfield Revenue Consulting
Larry Long
Director of Business
Development at Pendo Jessica Hoskin
Sales Manager at
Mati Energy
Brandon Walker
Vice President of Sales
at Untappd
40.
41.
42.
43.
44.
45.
46.
47.
48. Thank you to our Sales Pipeline
session sponsor.
50. “SHOW ME THE MONEY” “DO YOU HAVE AN APPROVED BROKER?”
51. GET OUT OF YOUR OWN WAY! ● Be Fearless
● Are you passionate about your product?
● Fail Fast
● Re-evaluate your process, everyday
● Do you believe in yourself?
● Find the EMOTION in every sale
● Always ASK for the sale
● Be present in conversations with your
customers/potential customers.
● WHO DO YOU KNOW?- ask for help
How does MATI survive being the underdog
Every. Single. Day?
55. Thank you for attending SalesJam!
1. Please fill out the survey and provide feedback!
2. Find a sponsor and say THANK YOU! We can’t do
SalesJam without their support.
64. What does that mean?
▪ Start with things that
▪Do
▪Not
▪Scale▪ (Scaling comes later… first figure out if people will buy your thing!)
65. Okay, where do I start?
▪ Family and friends
▪ Your immediate circle
▪ Professional connections
▪ Connections of connections
66. Things that don’t scale
▪ In-person meetings
▪ Individual emails
▪ Cold-calling
▪ Taking the time to learn about each individual person you’re
selling to
67. Maximize Your Opportunities
▪ Why do things that don’t scale?
▪ It allows you to focus on each individual opportunity, tailoring each
touch for maximum impact
▪ Marketing/Awareness
▪ Sales/Demos
▪ Support/Success
▪ People do business with those who provide them value – this is
why they do business with friends!
▪ Delight your prospects, and they’ll become customers
68. Exercise: Meet Your Prospects
Get out there and talk to people… but with a twist
▪ Ask questions. Get people talking about themselves.
▪ Not just any question, though – always have a goal.
▪ What problems are they having, and how might you help them solve those
problems?
▪ Provide value.
69. What did we learn?
▪ Anyone get a good prospect? Even an actual customer?
70. This is the whole point.
▪These first customers are not going to:
▪make you rich
▪get you to cash-flow positive (or neutral)
▪prove your parents wrong
▪quiet the nagging voice in the back of your head
saying “what the hell am I doing?”
71. This is the whole point.
▪These first customers are going to:
▪Validate your idea and your business
▪Allow you to tweak as you grow
▪ where can you scale?
72. But here’s the deal:
▪ If you can hustle, you can get 10 customers…
▪ …and then you can get 20 customers.
▪ ...then 30.
▪ ...and so on.
73. But here’s the deal:
▪ And as you’re doing that...
▪ If you can take your process and make it better...
▪ …then you can get ALL the customers!
79. How is the Sales Improv Challenge Played?
WE are looking for volunteers that are up for the challenge - Sellers and Buyers!
1. Seller is presented a challenge and has 3 minutes to make his/her case to
Buyer. The Buyer should offer natural resistance but play along fairly
2. Then the roles reverse with a new challenge
3. We then spend the next 4 minutes to provide quick feedback and take aways
80. Everyone's a Winner!
But… not everyone wins a prize, only the top two.
At the end of the session we’ll bring up all the contestants with the audience
helping to choose the top two winners. The top two winners will receive a $50 gift
card to Sam's Quik Shop in Durham.
All our contestants will win the admiration of the audience for their bravery under
pressure. Voters will indicate their choice by standing up once the seller is
presented to the crowd. You can only stand once.
81. Kick off with Audience Warm UP
Each person pairs off with their neighbor and does their best “Personal Elevator
Pitch”.
Each take turns asking “What is it that you do?”. You have 20 seconds to give your
best and most succinct version.
EX. “My name is Vince Beese and I help companies accelerate revenue growth
through tried and true GTM strategies”
Take away - be able to present your personal value proposition on cue
83. Thank you for attending SalesJam!
1. Please fill out the survey and provide feedback!
2. Find a sponsor and say THANK YOU! We can’t do
SalesJam without their support.