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.
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
Sales has different channels Increasing Account Inside Direct Solution Size Sales Sales Selling And Importance Retail / Indirect / Online Partners Increasing Complexity of Transaction
Types of Indirect Channels Let your Customer help you choose Big is not always best for a start up PARTNER MARKETING
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
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
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.
Deal Structures Partners Licensors Simplicity Pilot Reference Revenue Margin
The 10-3-1 rule For every You may get To generate 10 cold to make 3 1 sale calls made presentations
Good sales people face rejectionevery day and still smile!
The Sales Pitch Be clear on .. • what’s in it for them • meeting purpose • your value proposition • time alllotment • who’s attending • facilities
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