Sales Strategies and Tactics DCCO
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Transcript of Sales Strategies and Tactics DCCO
PANTHEON.IO
Sales Strategies
1
Pantheon.io
Agency and Community Success Manager
at Pantheon.
mcdwayne on Twitter.
Some things I enjoy, aside from tech, are
● Improv comedy and theater
● Comic books
● Karaoke!!!
Hi, I’m Dwayne
Pantheon.io
Partner Manager at Pantheon.
segaradam@ Twitter.
Some things I enjoy, aside from tech, are
● Snowboarding
● Cross Country Skiing
● Biking
Hi, I’m Adam
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
Pantheon.io 5
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

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Sales Background

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
Pantheon.io 15
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
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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
Pantheon.io 18
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 udgetA uthorityN eed/wantT 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....
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Sales Basics: Sales funnel

● Leads
● Qualified Leads
● Proposals
● Outreach and Networking
● Qualification
● Discovery
● Procurement
Pantheon.io 23
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 callFace 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
● Proposals PROCESS!!!
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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 SeminarBook 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
Pantheon.io
Agency and Community Success Manager
at Pantheon.
mcdwayne on Twitter.
Some things I enjoy, aside from tech, are
● Improv comedy and theater
● Comic books
● Karaoke!!!
Goodbye, I was Dwayne
Pantheon.io
Partner Manager at Pantheon.
segaradam @ Twitter.
Some things I enjoy, aside from tech, are
● Snowboarding
● Cross Country Skiing
● Biking
Goodbye, I was Adam
Thanks