1. Veep of Sales - Overview
Your On-demand Executive Sales Consultant
Presented by:
Vince Beese – Founder & CEO
2. VOS Mission Statement
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To help early to late stage companies
develop a strategy to build and grow sales
the right way.
3. Veep of Sales – 3Es
• Experience
▫ 20 years, internet experience starting in 1994
▫ Leadership roles in sales, business development, marketing and general management
▫ Start up to billion dollar corporations
• Expertise
▫ Saas, Enterprise SW, cloud computing
▫ Solution selling to C-level, CMO/CIO
▫ Vertical focus, Financial, Retail, High Tech, Telco, Travel, & Media
▫ CRM, Digital Marketing, Web Optimization, Security Industries
• Execution
▫ Grew CheetahMail from <$5M - $150M, acquired by Experian
▫ LivePerson scaled from zero revenues to six figures in MRR in first year with IPO April 2000
▫ Amadesa re-focused on enterprise, doubled revenues then acquired by LivePerson
▫ SugarCRM headed up WW Enterprise business, $4M in first 6 months, 6 net new accounts
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4. Transformation
• Timing - before you …
▫ Build out your sales organization
▫ Hire your VP Sales
▫ Go-to market launch
▫ International expansion
▫ Go up market hunting for elephants
▫ Make structural & organizational changes
Partner with Veep of Sales
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5. Case in Point
Sales and marketing working from different
agendas
▫ No coordination of activities and events
▫ Separate goals and objectives
▫ Budget not allocated properly
▫ Sales tools under developed
▫ No leads
▫ Sales bitching
▫ Marketing not appreciated
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6. Case in Point
Pitching and selling without a plan (go-to market)
▫ Market and targets not defined
▫ Right product wrong market, right market wrong
product
▫ Not sure of your audience, who is the executive
sponsor
▫ No sales tools to back up the story
▫ Branding no identity
▫ New adventure every time out
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7. Case in Point
Moving at the speed of sound but…
▫ Is your structure optimal for scaling the business
▫ Do you have the right hierarchy, domestically,
internationally
▫ Did you hire the right profiles to fill the roles
▫ Are you prepared to land the elephant
▫ Can you support and retain your customers
▫ Are you randomly hunting for deals
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8. Case in Point
Closing deals in a vacuum
▫ All leads are treated equally
▫ Closing deals, not opportunities
▫ High performers, then steep drop off
▫ Not knowing the keys to winning
▫ Fragmented messaging, game of telephone
▫ If it ain’t broke don’t fix it, functional dysfunction
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9. How can VOS help
Go-to-market Strategy
Create the plan, story, tools and targets to penetrate your market
Alignment of Sales & Marketing
Create synergistic plan aligning goals, activity, and accountability
Sales Organization structure
Create the hierarchy with roles, territory and hiring plan for growth
and success
Sales Methodology
Create the playbook for a repeatable process from lead to close
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10. Getting started with VOS
• Understand your business – mission, goals and
objectives
• Assessment of sales and marketing – make sure
they aligned with your MGOs
• Put together a plan to improve the sales and
marketing machine
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