SpinLab_Sales Intro.pdf
- 1. SpinLab Accelerator – Intro to operational Sales By David, Mentor and Coach
- 2. Definition 2 Table of Content 01. Our Coaching Approach Slide 03 02. Get Started and Get Going Slide 06 03. Mindset of Execution Slide 08 04. Environment of Execution Slide 19 05. Tools of Execution Slide 25 06. Wrap Up Slide 30 07. Addendum Slide 36
- 4. Trade-off between redundancy and new perspectives Each one of you is different - skills, expertise, experience, mindsets, markets, products, development stages Our job generate value for all AND taking your diversity into account Your job be open-minded to change perspectives and to learn
- 5. 5 Sales
- 6. 02. Get Started and Get Going! 6
- 7. Get started and get going! 7 Tackle B2B Sales with a new approach - Dynamics of B2B Sales - Understand the reality gap - Old Approach - Translation Environment of Execution Mindset of Execution Create the right atmosphere for your B2B Sales - Science and Art - Learning by Doing - Feedback and Repetition Use the right tools for your B2B Sales - Documentation - CRM - Top 8 Discovery questions - Objection-reaction - Best practices Tools of Execution Creating an understanding of execution within three distinct areas:
- 9. What‘s the difference? 9 Emotional Driven Purchase (Impulse) Shorter Buying Cycle Transactional Shorter Life Cycle Large Scale Market # 1 Priority: Brand Awareness Invest in direct sales & customer support B2B B2C Rational Driven Purchase (ROI) Longer Buying Cycle Interpersonal Longer Life Cycle Niche Market # 1 Priority: Lead Generation Invest in lead creation & nurturing B2B2C Functional Driven Purchase (Chain) Complex Buying Cycles Transactional and Interpersonal Different Life Cycles Usually Diverse Market # 1 Priority: Determine diff. values Invest in customer journey & validation
- 10. 10 Think “Accounts” not “Individuals” Decisions are taken for an entire business unit or organization You will engage with several / different stakeholders Buying Cycles can be very complex (e.g. Supplier-List) Decision Making Process takes time
- 11. 11 2. Objective Reality (hard facts) 3. Subjective Reality (felt facts of others) 1. Your (Startup) Reality VS. VS.
- 12. Your Job 12 To align these “different realities”
- 13. 13 “I believe we are the right thing for you”! Old Approach “we are sure, this will help you”! “I think, you are better off with us”!
- 14. 14 Sales Cycle of Misery Pitch / Probe Present Objections Close ? Let us Think It Over Follow Up
- 15. 15
- 16. How to shorten the Sales Cycle Mutual conversation segment, person(a) & environment, ... Language positioning, terminology & tone of voice, ... Tools content, demos, crm, de-qualifying, ... Time BANT & timing, ... Dictionary metrics, network, experience, colleagues, ... 16 Translation =
- 17. Get “the audience” out of your head 17
- 20. sales objectives positioning research product-market-fit* target accounts and persona building sales strategies, techniques & methodologies BANT - disqualifying your prospects Leadtime analysis crm / pipeline documentation funnel and marketing sales automation sales cycle and buyer cycle management KPIs and metrics team and structures 20 Processes and Tools you operate with Science
- 21. Art 21 Capabilities and Capacities guiding your operations vision, mission, purpose values & your “why” leadership personal prospect insights need detection WII.FM ideas how to solve their issues customer validation customer feedback your sweet spot
- 22. Traps o Founders don‘t do sales o I am not a sales person o Wishful thinking, not causal understanding o Obsessive focus on outcome metrics o Disconnect from strategy o Unnecessary siloing crossfunctionally o Not taken seriously from onset o No believable path to destination o Process doesn’t breed good habits 22 BE AWARE & BEWARE
- 23. Learning by Doing 23 Watching Michael Jordan playing basketball will NOT make you become a good basketball player! Prepare Execute Learn / Analyze Adapt
- 24. 1. Account discovery Who are the accounts for your product? And is the problem you believe you are solving important to them? 2. Account validation Build a repeatable sales model and road map for the sales and marketing teams! 3. Account creation Create end-user demand and drive that demand into the company’s sales channel. What you Aim for
- 26. Key Tools for successful Sales MUST HAVE o You prepare a set of discovery questions o You prepare answers to the most frequently raised objections o You document your calls or meeting (each one!) NICE TO HAVE o You use a customer relationship management Tool o You can refer to best practices 26
- 27. Discovery Questions In simple terms: What do you need to know from your prospect to understand if you create value? 27
- 28. Objections What are the most common push-backs you hear? But more importantly: What are your answers? 28
- 29. 29 Documentation How do you make sure you KEEP and ACCESS all relevant information instantly?
- 30. 30 WRAP UP
- 32. Don‘t make your sales approach appear like Frankenstein! Define your mindset, your goals, your targets, your approach, your timing and get started reaching out and measure progress!
- 33. Do Account Discovery Create real relations and get to know your prospects, listen to them, understand and analyze their input, figure out their needs, understand patterns!
- 34. Execute your sales staretgy precisely Build a repeatable sales model and road map for your sales (& marketing) – and start with Account Validation from day one! 34
- 35. 35 Build up and scale your funnel! You created end- user demand - now you drive that demand into your sales channel! More Pipeline – More Sales!
- 36. 08. Addendum 36
- 37. 37 Academy (by Spinlab): https://spinlab.learnworlds.com/course/startup-sales Sales Stats (examples): https://blog.hubspot.com/sales/sales-statistics https://blog.close.com/39-shocking-stats-that-will-change-the-way-you-sell/ How to Hack Cold Calling (by DMS Accelerator) https://www.datamarketservices.eu/how-to-hack-cold-calling/ „The Four Steps to the Epiphany“ (by Steven G. Blank): https://web.stanford.edu/group/e145/cgi-bin/winter/drupal/upload/handouts/Four_Steps.pdf „From Good to Great“ (by Jim Collins) „Emotional Leading“ (by Denis Mourlane) „Practical positioning that accelerates marketing and sales“ https://www.aprildunford.com/