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.
4. 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
5. Sales has different channels
Increasing
Account
Inside Direct Solution
Size Sales Sales Selling
And
Importance
Retail / Indirect /
Online Partners
Increasing Complexity of Transaction
6. Types of Indirect Channels
Let your Customer
help you choose
Big is not always
best for a start up
PARTNER
MARKETING
7. 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
8. 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
10. 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.
11. Deal Structures
Partners
Licensors
Simplicity
Pilot
Reference
Revenue
Margin
12. The 10-3-1 rule
For every You may get
To generate
10 cold to make 3
1 sale
calls made presentations
15. The Sales Pitch
Be clear on ..
• what’s in it for them
• meeting purpose
• your value
proposition
• time alllotment
• who’s attending
• facilities
16. 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