https://2016.drupalcampcolorado.org/session/agency-sales-tactics-and-strategies

1. PANTHEON.IO
Sales Strategies
1

2. Pantheon.io
Agency and Community Success Manager
at Pantheon.
mcdwayne on Twitter.
dwayne@pantheon.io
Some things I enjoy, aside from tech, are
● Improv comedy and theater
● Comic books
● Karaoke!!!
Hi, I’m Dwayne

3. Pantheon.io
Partner Manager at Pantheon.
segaradam@ Twitter.
adam.segar@pantheon.io
Some things I enjoy, aside from tech, are
● Snowboarding
● Cross Country Skiing
● Biking
Hi, I’m Adam

4. Pantheon.io
4
Pantheon Background

Pantheon is a platform for developers and
agencies to quickly build, launch and run
sites in a sane and scalable way
Pantheon has over 400 signed agency
partners + over 3000 agencies worldwide
using the tools

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What we’ve learned about agencies


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Sales Strategies Agenda

❏ Sales Basics: What is a sale?
❏ Sales funnel
❏ Outreach and Networking
❏ Qualification
❏ Discovery
❏ Procurement
❏ When to say no
❏ Time for questions

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Agenda


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Agenda


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Sales Background


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Sales Background


11. Pantheon.io
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Sales Background


12. Secret of all sales

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Sales Basics: What is a Sale?

People spend $ on things they value

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Sales Basics: What is a Sale?

People spend $ on things they value
● People value different things
● Your agency provides unique values

15. Pantheon.io
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Sales Basics: What is a Sale?

People spend $ on things they value
● People value different things
● Your agency provides unique values
Focus on Value instead of price

16. Pantheon.io
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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Revenue (Pricing Strategies)

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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Outreach and Networking
● Qualification
● Discovery
● Procurement

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Sales Basics: Outreach and Networking

● Online and social media
● Trade shows
● Local associations and groups

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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Outreach and Networking
● Qualification
● Discovery
● Procurement

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Sales Basics: Qualification

B udget
A uthority
N eed/want
T imeline
● Have 3 to 5 well thought out questions
● Know which variables are must haves
● Create a repeatable process

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Sales Basics: Qualification

The worst thing isn’t failing, it’s taking a long time to fail.
Get me to no fast or yes in your own time....

22. Pantheon.io
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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Outreach and Networking
● Qualification
● Discovery
● Procurement

23. Pantheon.io
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Sales Basics: Value Based Discovery

1. Understand their current pain points
2. Have them describe the ideal state
3. While you are doing this, pull out requirements for their solution.

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Sales Basics: Value Based Discovery

Some basic rules:
● Ask open ended questions
● Focus on the ‘Why’
● Resist talking about your value until you have enough information to
match your value to what they want to accomplish
● Listen 75% of the time. Talk 25%

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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Outreach and Networking
● Qualification
● Discovery
● Procurement

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Sales Basics: Procurement

Use standard templates that you FULLY understand
An upfront legal advisor will save you a lot of headache
later

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Sales Basics: Procurement

DO NOT SEND BLIND PROPOSALS!!!
If you can not do face to face at minimum call
Face to face will always be better

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Most repeat customers are pre-qualified

● Leads
● Qualified Leads
● Proposals

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Most repeat customers are pre-qualified

● Leads
● Qualified Leads
● ProposalsPROCESS!!!

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Rejecting anyone out of the process

Repeat customers need to go through the same process
as a new customers

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Takeaways

✓ Sales funnel: Have a process
✓ Only spend real time on qualified Opps
✓ Focus on value
✓ Be a businessman and a business, man!

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Further Reading/Listening

*MJHoffman - https://twitter.com/mjhoffman
*You Can't Teach a Kid to Ride a Bike at a Seminar
Book by David H Sandler and John Hayes
*The Challenger Sale: Taking Control of the Customer
Conversation - Book by Brent Adamson and Matthew Dixon
*Predictable Revenue - Predictablerevenue.com

33. Pantheon.io
Agency and Community Success Manager
at Pantheon.
mcdwayne on Twitter.
dwayne@pantheon.io
Some things I enjoy, aside from tech, are
● Improv comedy and theater
● Comic books
● Karaoke!!!
Goodbye, I was Dwayne

34. Pantheon.io
Partner Manager at Pantheon.
segaradam @ Twitter.
adam.segar@pantheon.io
Some things I enjoy, aside from tech, are
● Snowboarding
● Cross Country Skiing
● Biking
Goodbye, I was Adam

35. Thanks