Sales & Biz Dev with Krista Jones - Entrepreneurship 101

Download Sales & Biz Dev with Krista Jones - Entrepreneurship 101

Post on 21-Jan-2015

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Business

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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.

TRANSCRIPT

  • 1. Sales & Biz Dev

2. Sales is a process 3. SalesSales SkillsProspecting need Asking QuestionsFinding Painspecial Uncovering BudgetGaining Commitment skills Personal SkillsGoal AchievingResilencySelf-starterReslts OrientedSelf ManagementJob SkillsProduct or IndustryKnowledgeSales ExperienceMarket KnowledgeEducation 4. Sales has different channelsIncreasing Account Inside DirectSolution SizeSalesSales Selling And Importance Retail /Indirect / OnlinePartnersIncreasing Complexity of Transaction 5. Types of Indirect Channels Let your Customerhelp you chooseBig is not always best for a start up PARTNERMARKETING 6. A Sales Funnel is fundamental Prospects 10% Validated 25%1 in 10 chance of Qualified 10% Best Few 90% success at eachstage Won Start up is closer to POST1 in 25 7. Sales needs material Marketing campaignsSales SheetsPresentations Reference Story Prospects 10%Solution Sales Sheets Customized Presentations Validated 25% DemoSponsor Letter Custom Value Proposition Qualified 10%Solution Blue PrintProposal Best Few 90%Specific Pricing Won Implementation Billing POSTCustomer ManagementStable Operations 8. Web based sellingSame odds, different tactics 9. Stakeholder Map Economic Buyers User Buyers nal 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 products specs Create WIN WIN with each.Determine and rank degrees of influence honestly.Analyze your position with each honestly. 10. Deal StructuresPartnersLicensorsSimplicity PilotReferenceRevenue Margin 11. The 10-3-1 rule For every You may get To generate10 coldto make 31 salecalls made presentations 12. Good sales people face rejectionevery day and still smile! 13. Value Proposition is everything 14. The Sales Pitch Be clear on .. whats in it for them meeting purpose your valueproposition time alllotment whos attending facilities 15. 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 16. Use Visual Communication 17. This is not art.This is business. 18. Appeal to their 19. Start Strong. 20. Have a memorable and actionableending.Have a memorable ending. 21. Every pitch isdifferent. 22. A pitch is adialoguenot a debate. 23. Your deck is notyour script. 24. Honesty is the only policy. 25. Sales is a people process 26. Listen to the Customer2 ears & 1 mouth Use in that proportion! 27. Sales & Biz Dev