Copy of Sales 101 for Startups
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PRESENTATION OUTLINE
Want to Grow Sales?
Smart Sales Drivers for Tech Startups
Seeking
Sustainable Entrepreneurial Success
"Build It and they will come?"
Crossing the Chasm
From early adopters to majority
Today's Sales World
change, change & more change
Buyer's Educated
More information than ever before
Buyer's Powerful
Expects seller to understand their business
Buyer's Frazzled
Crazy busy with "net it out" mentality
Sales Strategy
What to do
Sales Execution
Target right prospects with right products
# 1 Sales Vehicles
Startups need to consider
Own Sales Resource
Sales structure can be field or inside
Rise of Inside Sales
Sales vehicle of choice for startup
Sales Talent
Best fit for Startup
Sales Talent
Orientate to hit the ground running
Sales Talent
Compensate to motivate & focus
Partner
Employ "selling" partners
Partner
Give you faster access to markets
Partner
Need to be managed "seriously"
# 2 Sales Process
Startups need to build & manage
Preparation
Prospecting
Approach
Close
Preparation
Prepare initial contact with potential customers
Research
Use data intelligence & social media to research targets
Overture Templates
Apply knowledge of target for maximum response
Prospecting
Find & qualify potential customers
Outbound Overtures to Qualify
Goal to set discovery appointments
Map To Customer Readiness
- Fit
- Buying Intent
- Decision Timeline
- Have Budget
Approach
How to interact with potential customers
Engage as Savvy Seller
Value creator, provoke thinking, ideas, "done it before"
Build Online Relationships with Prospects
Close
Make it easy to say "yes'
Manage Sales Process
Sales Pipeline
Visual representation of sales process
Why do you need a Sales Pipeline?
Confidence in your data
# 3 Sales Tools
What every startup must-have
Customer Contact Tools
Social Media Platforms & Prospecting Tools
The Perfect Sales Presentation
Know your audience & keep them engaged
Winning Sales Proposal
Your customer will want to read
Go Global, Think Local
Scout Out Market
Is the market ready, viable?
Send Advance Party
Get known & build relationships
Establish BaseCamp
Localize your presence
Strategic Expansion
Timing, market, budget align
Venturing Out "West"
Adapt to American business culture
"Two Nations Divided by a Common Language"
Oscar Wilde, George Bernard Shaw, Winston Churchill
American Companies
Less formality but "boss is the boss"
Americans Conduct Business
Direct, 24/7, "time is money"
American Business Expectations
"Sell" your plus points
West Versus East
Lifestyle, Big Tech Influence, Traditions
Your Partner SalesWorks
Help You Harness the Power of Smart Sales Drivers
Can Work Alongside You
To make sales happen
Call-To-Action
Let's talk about your Startup's Sales Drivers
