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©Copyright BIGJUMP 2016 www.bigjump.com.au 2

Agenda• Housekeeping

• Introduction to BIGJUMP

• Introduction to Meetup

• SALES HACKS Presentation

• Feedback


About Us: Paul & Joeri (Yuri)

• 6+ years in Lean Startup space

• Developing & testing business ideas & MVPs

• Worked with Startups, Enterprise & Government

• Strong sales and delivery background


About our Meetup

Help bring innovation to

Startups . Enterprises . Government

1) Teach Lean Startup & innovation

2) Profile Thought Leaders

3) Networking Community

©Copyright BIGJUMP 2016 www.bigjump.com.au

1) Teach Lean Startup & Innovation

Introduction Sessions & Workshops

• Business Modelling

• Sales Hacks

• Profit by Design

• Playing Lean

• Business Hacks

• Lean Startup Conference


http://www.bigjump.com.au/news-events/businessmodelcanvasworkshop02092015/bmc.jpeg?attredirects=0

http://www.bigjump.com.au/news-events/businessmodelcanvasworkshop02092015/bmc.jpeg?attredirects=0

2) Profile Thought Leaders

Access to top business and thought leaders


3) Networking Community

Connecting Communities 35+ Meetup events, 650+ members

• River City Labs (Startup weekends, mentoring)

• The Edge State Library

• Microsoft Innovation Centre

• Gravity CoWorking Space


Next Events

• Playing Lean – full game(November)

• Lean Startup Conference (two events in November)


Sales Hacks: Breaking into a new organisation • This session: Achieve your first meeting with your

prospective customer• Building relationship

• Don’t try to sell

• Seek to understand

• Share experiences that will add value to prospect

• Success is when you are invited to come back


Please give us feedback

• Add thoughts on content / presentation during event

• We will use your feedback and to update the SALES HACKS section on BIGJUMP

• We will also get your feedback on next events to cover


My Experiences

• 18 years B2B sales. APAC Experience. Technology focus.

• Not a “natural” sales person

• Typical sales person in late 1990’s compared to now

• Information Asymmetry (Internet)• Caveat Emptor (Buyer Beware)

• Caveat Venditor (Seller Beware)


Background Context

• Bad selling is obvious / Masterful sales is hidden

• Sales is striving for opposites: Attunement and Buoyancy

• The direct path is the most difficult / Easy path is indirect

• The organisation is like a human body• DNA

• Immune system

• Culture and way of doing things


Four Steps to Break into a New Organisation1. Select your target organisations and Decision Maker

(DM)

2. Develop your introduction letter, that is targeted to the concerns of your DM

3. Working with the gate keeper to deliver letter and schedule first meeting

4. What do cover in the first customer meeting


Step One (A) Select Target Audience

• What are the problems your product can or could solve?

• Share example of e-learning company pivoting from Corporate/RTA training to Induction/Compliance training

• Whiteboard activity• List a range of major Australian companies• Next to each one, list 3 potential problems that organisation

might need to face (for example if you are Harvey Norman, you could be competing with online e-commerce websites like Kogan)

• What offering could be the “hook” to get their attention and potentially address their challenges?


Step One (B) Select Decision Maker

• Go for the highest position available

• Their role needs to be linked to the problem you are trying to solve

• Easier to sell from top to bottom than the opposite


Step 2: Write your Introduction Letter

• Needs to be attention grabbing

• The letter is to sell the meeting – not your product!

• Motivate executive to action


Communication StructureSlot/Section Proposition

Situation This is our understanding of your problem or

opportunity

Objectives Given that problem or opportunity, these are our

objectives for solving or realising it

Methods Given those objectives, these are the methods we will

use to achieve them

Qualifications Given those methods, these are our qualifications for

performing them

Costs Given those qualifications and methods, this is how

much it will cost

Benefits Given our efforts and their associated costs, these are

the benefits or value that you will receive.©Copyright BIGJUMP 2016 www.bigjump.com.au 20

Activity

• Drafting a letter

• Developing your speaking slots


Step 3: Working with the gate keeper to deliver letter and schedule first meeting

1. Call the organisation and ask to speak with the Executive Assistant (EA) to your Decision Maker (DM)

2. Tell the EA where you are from and that you have a letter for the DM

3. Offer to send the letter as a PDF to the EA

4. Discuss with EA about a follow up call to schedule a meeting with DM

5. Make sure you have the EA’s email and direct phone number


Step 3: Things to remember…

• Work with your EA.

• They are trying to decide if you are going to help or hinder their manager

• Do not ask for a meeting – people are busy and tend to think meetings are 60 mins • ask to schedule 20 mins in the DM’s calendar

• Ask when DM will have read the letter – and ask what time would be convenient to follow up.


STEP 4: The Objectives of the first Customer Meeting

1. Build a connection with the prospect, open the relationship

2. Understand their challenge/problem to a deeper level

3. Share your experience with to addressing similar challenges with other organisations.

4. Do not go into “sales mode”, unless there is specific invitation from the Senior Executive


The meeting will be a success if you…

• Understand the customer’s problem - at a deeper level

• Understanding of the impact of this problem on their Profitability, Customers, Morale. Needs to be as specific as possible.

• Maps of Stakeholders, Influencers, Users and Decision makers that will have a part of the solution

• What alternatives are they thinking about? (in-house solution, Outsource, competitors)

• The customer’s decision process for addressing this problem

• Receive invitation for a follow up meeting


Activity: Scenario

• Break up into pairs: Buyer vs Seller

• Buyer is the CEO of an electronic retail chain. The business is losing market share to an upstart online retailer

• Seller is a provider of e-commerce and marketing/social media solutions.

• The seller needs to • Understand the impact of the problem• Share experience in helping similar customers• Ask open ended questions about how they are trying to fixed

things• Share ideas on how to solve their problem – without trying to sell!


Comments / Feedback / Questions

Next Events

• Playing Lean – full game(November)

• Lean Startup Conference (two events in November)


sponsors of this eventfiles.meetup.com/10015642/20161012_sales hacks... · enterprises . government...

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