Dhiraj Khot dhiraj@yanaconsulting.com

Yana Consulting Group

Feedback Analysis

1

Sales & Marketing 101 for Entrepreneurs

Aug 24, 2013

Yana Consulting Group

22 Participants attended Workshop

2

27%

33%

27%

13%

Participant Profile

Prototyping Phase - Working tobuild prototype

Beta Phase - Product is readyand launched to few selectcustomers

Product is into market

Growth Phase - Product is intoorganization since 2 or moreyears

Feedback collected and analyzed for 15 participants.

Yana Consulting Group

93% Participants found content to be Excellent or Good

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Feedback on Workshop Content

One specific feedback pointed towards including

more content in B2B Marketing

Yana Consulting Group

100% Participants found delivery either Excellent or Good!

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Feedback on Workshop Delivery

One specific feedback pointed towards improving visual

appeal of slides! Other feedback is to devote

more time!

Yana Consulting Group

86% Participants could relate workshop content to their business!

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Feedback on Applicability to your Business Scenario

One specific feedback pointed towards including

more content in B2B Marketing

Yana Consulting Group

60% Participants felt charged up at the end of workshop!

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0% 20% 40% 60% 80%

Demotivated & confused! I am worried moreabout my business.

No change .There was not enough learning.

I am somewhat wiser. I know few more things,but not much

Great - I feel charged and  have got direction!

After this workshop, what is level of increase in confidence?

Yana Consulting Group

Key Learning for Participants – as stated in feedback! • Go to Market Strategy

• Importance of sales and marketing focus for an entrepreneur. Importance of

'systematic' and 'systemic' follow up and persuasion.

• Alternate is competition.

• Approach and Framework of thinking and applying like a sales person.

• Segmentation

• Develop Sales & Marketing Mindset

• Focus on a single positive minimize the negative.

• Prepare a "positioning statement" and identify not more than 2 key features

of your product. Good communication with prospective customers.

• Developing Value Proposition

• Practical tips in cold calling

• Application of concepts

7

Yana Consulting Group

Some Praise for Workshop / Faculty Must have session for non sales and marketing professionals,

it will definitely help you focus on sales and marketing directions .

“Dhiraj can relate to the entrepreneur through his assessment methods. If you are able to identify where exactly you and your product exist in the company life cycle, this training is of great help.”

“For a person coming from academia, this nicely organized workshop gave me a new found appreciation of marketing, the significance of selling & its relation to innovation. It compelled me to think that it is not enough to have an ingenious !dea. It is equally important to be knowledgeable about the importance of the ways of reaching out to the masses & thus create social value out of it. ”

8

Yana Consulting Group

Some Praise for Workshop / Faculty “Everything was perfect about it, the content the openness of

the faculty to take case studies on the run, and flow of the talk.”

“good presentation and effective interaction between faculty

and participants”

“Well designed & well planned crash course or workshop.

Literally brainwash & during session we ourselves find where it

gone wrong & how to improvise in both, product & marketing.”

9

Yana Consulting Group

Some Suggestions “I feel you can ask people to submit their expectations and

business challenges prior. so that you can suggest and comment on those live cases during discussions. ”

“Focus on the timely delivery of the contents as per schedule. When a reasonably holistic theoretical picture has been created, then engage in application through case studies & finally debate. So there is an increasing level of interaction as the session progresses without disturbing the flow of the session.”

“May require to have sessions for longer duration, and post-session review meetings”

“Only constrain of time is the thing, though it is well designed to deliver as much as possible in limited time.”

10

Yana Consulting Group

Faculty Perspective

11

What Worked!

• Live case studies

• Lot of cases

• Good interaction

possible due to

limited participants

What didn’t work

• Time was short

• Mix of participants at

different lifecycles

have different needs

Yana Consulting Group

NPS: 60%

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On a scale of 1 to 10, how likely are you to recommend us to your friends

60% of participants will actively recommend this

workshop to others!