Sales & Biz Dev

Sales is a process

Sales Skills Prospecting Asking Questions Finding “Pain” Uncovering Budget Gaining Commitment

Personal Skills Goal Achieving Resilency Self-starter Reslts Oriented Self Management

Job Skills Product or Industry Knowledge Sales Experience Market Knowledge Education

Sales need

special skills

Sales has different channels

Increasing Account

Size And

Importance

Increasing Complexity of Transaction

Inside Sales

Direct Sales

Solution Selling

Retail / Online

Indirect / Partners

Types of Indirect Channels

Let your Customer help you choose

Big is not always best for a start up

MARKETING PARTNER

A Sales Funnel is fundamental

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

Sales needs material

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

Web based selling Same odds, different tactics

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    specs  

guide  you  in  the  sale  

Create WIN WIN with each. Determine and rank degrees of influence honestly.

Analyze your position with each honestly.

Deal Structures

Partners Licensors Simplicity

Pilot

Reference Revenue Margin

The 10-3-1 rule

For every 10 cold

calls made

You may get to make 3

presentations

To generate 1 sale

Good sales people face rejection every day and still smile!

Value Proposition is everything

The Sales Pitch

Be clear on .. •  what’s in it for them •  meeting purpose •  your value

proposition •  time alllotment •  who’s attending •  facilities

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

Use Visual Communication

This is not art. This is business.

Appeal to their

Start Strong.

Have a memorable ending.

Have a memorable and actionable ending.

Every pitch is different.

A pitch is a dialogue

not a debate.

Your deck is not your script.

Honesty is the only policy.

Sales is a people process

Listen to the Customer

2 ears & 1 mouth

Use in that proportion!

Sales & Biz Dev