Sales and Traction Jose Manuel & Andres26052016.pdf

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Sales & Traction

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18h30 Introduction18h40 Groups President feedback18h50 1st Batch Hotseat (2) + feedback

19h40 Mentors Talk1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback21h00 Open discussion & wrap up

Agenda

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18h30 Introduction18h40 Groups President feedback18h50 1st Batch Hotseat (2) + feedback

19h40 Mentors Talk1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback21h00 Open discussion & wrap up

Agenda

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18h30 Introduction18h40 Groups President feedback18h50 1st Batch Hotseat (2) + feedback

19h40 Mentors Talk1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback21h00 Open discussion & wrap up

Agenda

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18h30Introduction18h40 Groups President feedback

18h50 1st Batch Hotseat (2) + feedback

19h40 Mentors Talk1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback21h00 Open discussion & wrap up

Agenda

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“Sales & Traction”

Andrés Varela Da CostaBusiness Development SeQR Seamless

Business Digital transformation

The Founder Institute

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Sales & Traction

The Founder Institute

Madrid, winter session 2016

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To Be or Not to Be

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QUESTIONS

• Is it all about Sales? Let’s check the basics

• An idea of SALES Culture : Some valuable insights from Sales

action we can learn and apply to our business from early days

• To identify paying customers …Go and FISH!

• Sales Funnel or Conversion funnel applied (Ticketea)

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Basics

• Do our idea solve a real problem ?• Is there an existing market ? Have we meassured it?• Have you checked and tested your idea ?• Can you describe your target? Who are your

customers ? Can you meassure them?• Is it sth really brand new?... If so … Have you checked

and tested your idea ?• What is the ideal PRICE? What are the potential

REVENUEmodels to apply for?...

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ABOUT OUR CULTURE…

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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Insights to keep in Mind

How Sales process works: myths & tips …

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FUNNEL CASE: tkt

From here after “ fake it ”…

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2. RETENTION1. ACQUISITION 3. FIDELISATION

FUNNEL CASE: tkt

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Attendees: Getting customers, not only sales…

SEO optimisation

Performance marketing

Newsletters/notifications

Partnerships

On/Offl ine adverti sing

Content marketing

Referrals

Web content / offer

Web design/structure

Web optimisat.

Real-Time Web

A/B testing

Ref.

Ref.

Ref.

Customer Care

Social MediaBlogs

«Mi ticketea»Loyalty programs,contests, etc.

Web analytics

Member GetMember

Referralincentives

Up-SellAdd-ons, upgrades, event packs

Next-SellLoyalty prog., packs, credits

Cross-SellEvent recos(web/emails/mobile/ads)

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Organisers: Generate qualified leads and onlineconversions

SEO optimisation

Content marketing

Public Relations

Performance marketing

Partnerships /Sponsorships

Events attendanceReferrals

Web design/structure

Web optimisat.

A/B testing

Tutorials

Help & Support

Ref.

Ref.

Ref.

Panel admin.

Help & Support

Tutorials

Customer Care

Hints & Tips

Corporative & newscommunications(content marketing)

Web analytics

Member GetMember

Referralincentives

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FUNNEL CASE: tkt

…To here

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Do not forgetSales is a process based on trust & statistics…

…To get traction is a matter of target, metrics & time.

DON’T GIVE UP!

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What else?

Thanks for your attention!

Andrés Varela da Costa

Disruptive Business Development for a mutant Digital World avareladacosta@gmail.comhttps://twitter.com/balihais

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“Sales & Traction”

Jose Manuel Rodriguez MartinezCEO, Wiffinity / Experienced Entrepreneur

Investments - Business Developer

Telecom Engineer and certified PMP

The Founder Institute

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Jose Manuel Rodríguez

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• Why is this relevant to business development?• How to get actionable data from customers?• Which skil ls do you need to develop?•

What are the most common mistakes?• Let’s frame the process

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TALK ABOUT THEMNOT YOUR IDEA

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TALK ABOUT WHAT ALREADY HAPPENED

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SHUT UP ANDLISTEN

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• Asking good questions• Avoid bad data•

Keep casual• Push for commitments• Frame the meeting• Segment your audience• Prepare and review• Note taking

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FISHING FOR

COMPLIMENTS

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EXPOSINGYOUR EGO

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PITCHY ORTOO FORMAL

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RELYING ONYOUR MEMORY

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FOCUS

OBJECTIVE

WHO

PREP ANSWERS

RESEARCH

FRAMING

ASK

TAKENOTES

DEFLECT, ANCHOR & DIG

COMMITMENTS

REVIEW

BOOK NOTES

UPDATE ASSUMPTIONS

NEXT STEPS

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• Sample Deck Point 1 – How do you identify and close your very first paying customers? – What are best practices to charge these first paying customers? – Should you charge more or less in the beginning? – How do you develop a sales funnel or conversion funnel? – What are some best practices to track leads and sales? – How do you hustle leads and close the first sales, whether business licenses or consumer

subscriptions? – How do you develop a culture of sales and generating revenues in the early days of a new

company?

Sample Point•

Sample Deck Point 2

Agenda

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18h30 Introduction18h40 Groups President feedback18h50 1st Batch Hotseat (2) + feedback19h40 Mentors Talk

1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback20h50 Open discussion & wrap up

Agenda

Agenda

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18h30 Introduction18h40 Groups President feedback18h50 1st Batch Hotseat (2) + feedback19h40 Mentors Talk

1-Andrés Varela Da Costa2- Jose Manuel Rodriguez Martinez

20h30 2st Batch Hotseat (2) + feedback20h50 Open discussion & wrap up

Agenda