Enterprise Sales
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You’ve developed a great technology idea and now it’s time to sell it. Sales and business development are key drivers of growth for start-ups but business-to-business sales is a complex process, especially when your technology is new to the market. This session will help you prepare for your first sale/s by covering: * types of sales/distribution channels and how to choose the right one for you * identifying the right targets * stages of the Sales Funnel * the sales call (booking it, preparing for it, and conducting it) * identifying sales risks and challenges * closing a sale Given the critical importance of selling for a start-up, this is a can’t-miss session with Advisor/Entrepreneur, Krista Jones. Part of the CIBC Presents Entrepreneurship 101 lecture series http://www.marsdd.com/events/details.html?uuid=459cba03-e0f5-487f-bbd8-15867bfb4c6e
Transcript of Enterprise Sales
Follow or Tweet: #ent101
Ilse
Ilse
Job Skills
Personal Talent Skills
Sales Skills
Job Skills: • Product or Industry Knowledge • Sales Experience • Market Knowledge • Education
Personal Talent and Skills: • Goal Achieving • Resiliency • Self-Starter • Results Oriented • Self Management
Sales Skills: • Prospecting • Asking Questions • Finding “Pain” • Uncovering Budget • Gaining Commitments
Increasing Account
Size And
Importance
Increasing Complexity of Transaction
Inside Sales
Direct Sales
Solution Selling
Retail / Online
Indirect / Partners
Let your Customer help you Choose
Big is not always Best for a Start-up
MARKETING PARTNER
CHAN
NEL
PART
NER
Tech Partner
Marketing Partner
Channel Partner
Service Partner
Business Partner
Prospects 10%
Validated 25%
Qualified 10%
Best Few 90%
POST
Won
1 in 10 chance of success at each stage
Start up is closer to 1 in 25
Prospects 10%
Validated 25%
Qualified 10%
Best Few 90%
POST
Won
Marketing campaigns Sales Sheets Presentations
Reference Story Solution Sales Sheets
Customized Presentations Demo
Sponsor Letter Custom Value Proposition
Solution Blue Print Proposal
Specific Pricing
Implementation Billing
Customer Management Stable Operations
1,786 Prospective customers
1,314 Viewed product information
510 Stayed at least 5 minutes
165 Made a purchase 5 Life time value over $500
Sale
s Fu
nnel
Stakeholder Map Economic Buyers User Buyers
final authority to release the funds
use or supervise the use of your product
Technical Buyers Coaches
judge and rule on your product’s specifications guide you in the sale
Create WIN WIN with each. Determine and rank degrees of influence HONESTLY.
Analyze your position with each HONESTLY.
Be Clear on .. • what’s in it for them • on meeting purpose • your value proposition • on time • who’s attending • facilities
Your deck is not your script Be Memorable
Partners Licensors Simplicity
Pilot
Reference Revenue Margin
For every 10 cold
calls made
You may get to make 3
presentations
To generate 1 sale
2 ears & 1 Mouth
Use in that proportion!
