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About Startup
Sales Systems
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http://www.startupsalessystems.com
We are specialists in sales
performance for startups
.
What's your daily burn rate? In the world of startups, time is
money. Acquiring customers and investors before the finance runs out
is critical to survival.
We help startups in Technology, Telecoms, Web 2.0, Gaming, &
Clean Energy to acquire customers and reach profitability faster by
using - specially developed - industry specific - sales tools and
processes.
We also help them boost their sales using our
extensive network of potential clients, sales channel
experts, specialists and business partners to
open doors in local, regional and international markets.
Venture Financing: We work
with startups to raise finance as well as with Venture Capital
Funds & Angel Investors on pre-investment due diligence
and portfolio performance.
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About This Bootcamp
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Bring your Startup challenges right into the workshop. This
intensive workshop is designed to
give you hands-on training on
critical selling skills by working on your real world sales problems.
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What You Will Learn
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How to have a winning sales attitude?
How and Why do we make
buying decisions?
How to choose your sales strategy
The
"sales slope" and proven "sales models" for your
industry
How to set your sales goals
How to generate quality
sales leads
How to plan, target your sales calls to people most
likely to buy?
How to reach key decision makers - CEO's CTO's,
VP Marketing, Business Directors...?
How to structure your sales
pitch (for customers as well as potential venture capital
investors)?
How to structure your sales material for maximum
effect?
How to select your pricing model?
360 Degree Sales
Strategies for face to face sales calls, internet sales and phone
sales
How to handle buying objections like:
- “I
haven’t got the time”,
- “Call me back
later”,
- “We are using someone else”,
-
“I’m not interested”
- “Just send me
some information”
How to effectively manage the entire
sales process & close more business?
How to measure and
optimise your sales performance?
Deliverable: At the end of the course, each
participant will deliver a full sales Presentation, Pitch and Sales
Call to a customer. Participants will have the option to
record a 1 minute sales pitch with our partners Open
Entrepreneurship, and distribute it to potential investors and
customers via the Open Entrepreneurship YouTube Channel.
Maximum Participants: 10
Total Course Duration: 9 hours (split into 3 hour
sessions of Part 1, Part 2 and Part 3).
You may follow this
workshop as a single 9 hour Full Day Session (from 9.00 am - 6.00
pm) or spread your learning over 3 days in 3 hour Evening Sessions
(from 6.00 pm to 9.00 pm). Please check the schedule for details.
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Who Should Attend
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- Entrepreneurs / sales managers who want to improve their sales
skills
- Entrepreneurs who want to focus on "getting sales
in”
- Entrepreneurs in the process of seeking investors
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Agenda for
Weekend Boot Camp in Sales Execution for Startups
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08.30 - 09.00 Coffee, Breakfast Mingle &
Startup Introductions
09:00 - 09.30 SALES BASICS & THE
PSYCOLOGY OF BUYERS AND SELLERS
- What is the sales
"slope" & how a sale is made?
- How to put together a winning attitude, strategy
and execution plan?
- What is
"The Sales Angle" and how does it differs from Startup to
Startup?
- How to be
"Competitor Proof"?
- LIVE PRACTICAL SESSION
09:30 - 10.00 CUSTOMER PROFILE & TARGETING
- How to profile and have
high quality appointments?
-
How to carry out effective lead generation and identify hidden
opportunities
- How to handle
multiple decision makers
-
LIVE PRACTICAL SESSION
10.00 - 10.10 Coffee Break
10.10 - 11.00 PRE-CALL PREPARATION & REACHING
DECISION MAKERS
- How to overcome the fear
of rejection and build confidence?
- How to identify and get past gatekeepers &
avoid "Voice Mail Jail"?
- How to make sure they get and read your
information?
- LIVE PRACTICAL SESSION
11.00 - 12.00 CALL STRUCTURE, IMPACT and RAPPORT
- How to set goals for the
call?
- How to personalise
impact statements and urgency
- How to build rapid rapport and warming up
prospects
- How to build
trust and credibility?
- LIVE
PRACTICAL SESSION
12.00 - 13.00 Lunch Break
13.10 - 13.30 PITCHING TYPES, CUSTOMISATION &
QUESTIONING TECHNIQUES
- The different types of
pitches and how to customise them?
- Critical questioning skills to qualify prospects
and save time
- How to act on
buying signals and buyer hesitation
- LIVE PRACTICAL SESSION
13.30 - 14.00 PRICING STRATEGY, NEGOTIATIONS &
GETTING COMMITMENT
- How to present, justify
and depend your price?
- How
to deal with indecision and getting commitment?
- How to acquire customers already using competitor
services?
- LIVE PRACTICAL SESSION
14.00 - 14.10 Coffee Break
14:10 - 15.00 PERSUASION SKILLS, DEALING WITH
OBJECTIONS, CLOSING SALES
- What Sales Material do you
need to convince the customer?
- How to handle objections
- How to close the sale and ask for the
business
- LIVE PRACTICAL SESSION
15:00 - 16.00 PROCESS CUSTOMISATION AND
PERFORMANCE OPTIMISATION
- How to customise specific
to your industry - Web, Telecoms, Clean Tech?
- How to track goals & evaluate your
performance?
- How to
optimise your daily / weekly / monthly sales
- LIVE PRACTICAL SESSION
16.00 - 16.10 Coffee Break
16.10 - 17.00 LIVE CALLS & PRESENTATION -THE
FULL SALES PITCH. ELEVATOR PICH RECORDING IN PARTNERSHIP WITH OPEN ENTREPRENEURSHIP
- Delivering a complete
pitch to a customer
- Pitch
delivery, language and energy
- Pitch practice and perfection!
- LIVE PRACTICAL SESSION - RECORD AND DISTRIBUTE
YOUR SALES PITCH ON YOUTUBE
17.00 - 18.00 Q&A, Drinks & Mingle
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Availability & Registration Deadline
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Places are limited to 10 people and allocated on a first come,
first served basis.
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Workshop Leaders
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Bhavik
He is the CEO & Founder at Startup Sales Systems.
He is also presently involved with Elite Sports Management, a
specialized sports company focused on media rights and sponsorship
for International Yacht Racing. Bhavik is a serial
entrepreneur with over 10 years international B2B & B2C sales
experience with startups in - Telecoms,Technology, Media,
Entertainment that have generated over $300 million in sales.
In 2000, Bhavik was one of the co-founders of in1, a rich media
advertising technology company. Following in1, Bhavik also founded
Mediacle Networks, a Rich Media Advertising Network and Mediacle
Ad Services, an outsourcing company providing ad trafficking and
management services to ecommerce, new media and advertising
agencies in the US and UK markets. In 2002, Bhavik was invited to be
the New Media Specialist at Reliance Infocomm, a $4.5 billion
initiative to build a nationwide high-capacity optic fiber and
wireless CDMA telecoms network for convergent voice, data and
video services and Reliance WebWorld, a $300 million nationwide
network of 700+ stores retailing Infocomm mobile and broadband services.
In 2003, Bhavik conceptualised ONE, an online provider of
converged web services the web and mobile. Other startups include
Mobile MD, Smart TAG, StoreNet, DIME. Bhavik's engagements
include Monitor Consulting Group (London),Fujitsu Corporation
(London), DHL (London), Reliance Infocomm (India), SIDA
(Swedish International Development Agency).
In 2007 Bhavik created a new world record for rowing solo, non-stop
and unsupported across the Atlantic Ocean. Read more at: http://www.bhavik.com/atlantic/
Bhavik holds degrees in Management and Engineering from KTH (Royal
Institute of Technology, Sweden) and University of London.
Bjorn Paulsson
Bjorn is the CEO of Open Entrepreneurship.
Open Entrepreneurship aims to gather open knowledge about
Innovation and Entrepreneurship in order to inspire and give
aspiring entrepreneurs a platform for learning and
networking.
Open Entrepreneurship partners with Startup Sales
Systems to create and distribute sales pitches to investors and
customers via a specialised YouTube channel.
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What Those Who Have Attended Say...
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| Can you believe I just have set a face to face meeting with
one of the big customers for this friday? Soooo exciting! We'll
see what happens... Sales is all about how much you believe and
practice for yourself. I find the workshop rather inspiring to
get started which worked perfectly for me. I can put the motto
of it as "Go and sell!" Very hands on, motivating and
valuable access to sales experience for
starters...Nurgül Özbek, Polymetal,
Stockholm School of Entrepreneurship Weekend Workshop
|
| The sharing of information and real pitching
set-up, great advise and tips that make your call sales more
effective... Jack Chan, MyVocab.com
|
| Great course! Content was very useful and relevant and I will
use it to improve the way I approach dealing with my customers
and new business sales. I can’t believe how much I’d
been missing. Excellent!" PT,
Handelshögskolan, Stockholm
|
| I liked the whole - if you want your startup
to make money, you got to be selling - so pick up the phone.
It's as easy as that. - Mattias Svenson, Swedish Startups
|
| First of all, thanks a lot for the Workshop! I think it was
great, because we have gained lots of tips and advices from you,
could try them out and see if it works (or that we need more
practice..), and of course met each other - people interested in
starting up their own businesses. The best advice for me was to
structure the talk - get attention, present idea, qualify and
close. This allowed me to see how it should actually should be
done - Olegas Kosuchinas, Stockholm School of
Entrepreneurship Weekend Workshop
|
| I really enjoyed the fact that
the workshop focused on a step by step, start to finish process
to make a sales call. Instead of providing theories and
concepts, the skills thought were very practical. I enjoyed the
role-play as it provided a more realistic setting. -
A.Munshi, Stockholm School of Entrepreneurship Weekend
Workshop / S.P.L.A.S.H
|
| Following SSS sales training, I walk into every selling
situation with a different mindset and goal. Some major
differences: I have a solid agenda of what I want to accomplish.
I don't waste anyone’s time, including my own. I find it
easier to sell value rather than cost. I am always asking better
and more in-depth questions. And I can say so much more. –
JJ, JBoss Enterprise Soft
|
| I liked the most that the workshop was very
practical, we have got almost a real experience of sale's calls.
I for example have realized the mistakes I do when selling. Now
I know on what I should work on. It also gave me better
understanding of my personality in different situations. It is
deep and important sensation! These two days were very inspiring
for me and our business. You gave us the feeling for sales and
also a lot of tips, tricks, and advices. During your lecturing I
realized that I should not miss almost any word since you tell
so many useful things. Atmosphere you created in the class was
not stressing, we felt like at home, but at the same time it was
not relaxed either. It was a working environment. -
Elena Chubarova, KTH / Albanova
|
