The Importance of a Powerful Sales Strategy for a Startup
23
From Startup to Exit: The Importance of a Powerful Sales Strategy for a Startup By Steven Tulman Email: [email protected] Twitter: @StevenTulman LinkedIn: ca.linkedin.com/in/stevetulman
-
Upload
steven-tulman -
Category
Business
-
view
710 -
download
1
description
Learn about the importance of developing and executing a powerful sales strategy so that your startup is positioned for growth and success. This presentation will share some insights into how to start developing your sales process, what to consider, what pitfalls to watch out for, and how to extract the right value prop from your product and service so that it resonates with your target audiences. Everything from making the first sale, to hiring multiple Sales Managers and building out a fully functional Sales Department.
Transcript of The Importance of a Powerful Sales Strategy for a Startup
- 1. From Startup to Exit: The Importance of a Powerful Sales Strategy for a Startup By Steven Tulman Email: [email protected] Twitter: @StevenTulman LinkedIn: ca.linkedin.com/in/stevetulman
2. From Startup to Exit: The Importance of a Powerful Sales Strategy for a Startup 1. Want to raise money in venture capital, 2. Looking for angel investors for your business 3. Growing your business organically 3. About Me MenuPalace.com Dealfind.com The Biz Media SEOlogist Info-Tech Research Group ICM Consulting & Media Corp. One Core Media Ecommerce Solutions 4. What is Sales and Why is it Critical to Growing Your Business? Sales is the culmination of all other company activities Specific Actions at Specific Times = A Sale Sales is both Art and Science 5. The Evolution of Sales Providing Solutions Mid 70s to late 90s Building Relationships 1950 to 70s Building Partnerships Late 90s to Now 6. The Elevator Pitch Who you are Why they should buy your service State your immediate goal and book a meeting Tell your prospect 3 things: *Remember to secure your next step (a meeting or a call) 7. Clearly define position and responsibilities Hire the NEAR GREATS!! Building a Sales Team 8. The 10 Step Sales Process 1. Prospecting Stage 2. Qualifying Stage 3. Initial Meeting 4. Needs Analysis 5. Product/Service Demo 6. Proposal/Quotation Presentation 7. Influencer Approves 8. Key Decision Maker or Committee Approves 9. Purchasing Approves 10. Product/Service Delivered & Payment Received As seen in the QUOTA Sales Training System 9. Define your target market and decision makers Start with the top decision maker The VITO Choose methods to prospect Prepare prospecting scripts and templates Follow a prospecting schedule ALWAYS finalize specific next steps Step 1 The Prospecting Stage * Suggested reading: Selling to VITO, the Very Important Top Officer - by Tony Parinello 10. Step 2 Qualifying Stage N.U.B.I.T. Need Urgency Budget Influence Timeline 11. Step 3: Initial Meeting 7% Verbal 55% Body Language 38% Tone of Voice 1. Brief intro about you and your company 2. Ask about customers business and challenges 3. Demonstrate product features and benefits relating to their needs * Professor Albert Mehrabians Communications Model 12. Step 4: Needs Analysis B.C.H.U.B.S. Background Core Challenges Questions History of Critical Events Questions Urgency Questions Benefits Questions Solutions Questions *Suggested reading: SPIN Selling - by Neil Rackham 13. Step 5: Product/Service Demo * Remember to secure the nest-step F.B.I Features Benefits Improvements 14. Step 6: Proposal/Quotation Presentation Verify spelling and grammar of EVERYTHING Verify ALL calculations Dont forget promises made Review with contact before sending final version Check, Check, Check!!! 15. Step 7: Influencer Approves Review contract with your prospect Suggest meeting with influencer & DM or deciding committee to present Determine timeline Book next step-date 16. Step 8: Key Decision Maker or Committee Approves Decision Making Criteria Reliability Relevance Quality Cost Continued Service Dont celebrate just yet.. Potential roadblock from Purchasing or Finance Present to the Roadblocker Perform mini sales cycle Get their buy-in 17. Step 9: Purchasing Approves Purchasing can still stall or vito sale Present to Purchasing if necessary Learn, Repeat, Teach 18. Step 10: Product/Service Delivered & Payment Collected SOLD!!! WOOOOHOOOO!!! Closed 1st Deal Celebrate & Thank Learn, Repeat, Teach 19. Post Sale: Customer Onboarding, Engagement, and Experience Educate and train customer on using product or service Follow up and continued support Ensure customer satisfaction Probe for further needs Discover upsell opportunities Present upsell options 20. Your network Universities Online Recruiters/Headhunters Finding Talent Top 4 Places to search: 21. Review resumes Shortlist 20 Phone interviews Shortlist 10 In person interviews Shortlist 5 Reference check Make an offer Interviewing Candidates 22. Dont half-ass it Dont rush through it Do combine formal classroom style, web research, on-the-job training and shadowing Do perform regular coaching On-boarding and Training *Suggested readings: Coaching Salespeople Into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen Coaching for Performance: Growing Human Potential and Purpose The Principals of and Practice of Coaching and Leadership by John Whitmore 23. Q & A The End By Steven Tulman Email: [email protected] Twitter: @StevenTulman LinkedIn: ca.linkedin.com/in/stevetulman
