This will help startups to be better prepared with their digital marketing and sales efforts.

1. Sales Skills Foundations for Entrepreneurs and Startup Founders
A Journeying365 Chapter
By: Jean-Luc Scherer

2. INTRODUCTION
S A L E S B A S I C S

4. WHAT IS SALES?
SALES PROCESS SALES FUNNEL

5. WHO ARE YOU SELLING TOO?
CONSUMER
ENTERPRISE
INVESTOR
B2B
B2B2C

6. CHALLENGE (1): CLEAR VALUE PROP.
Innovator
Stakeholder
Attributes
Segments
Rationale
Impact =Values – Costs
What to sell
To whomWhy they
should buy it
Reasons to
believe
Anyone in your
Value chain –
Internal or
external

7. The Biggest challenge for sales people is
to clearly understand the buying cycle
of their prospective clients and connecting
with them at the right time.
CHALLENGE (2): TIMING & CONTEXT

8. CHALLENGE (3): CUSTOMER ALIGNMENT

9. THE CUSTOMER JOURNEY

10. UNDERSTANDING THE BUYING CYCLE

11. UNDERSTANDING
CUSTOMER

12. WHAT IS SPIN?
B2B SALES TECHNIQUE …FOR COMPLEX SALES

13. HOW TO USE IT

14. ASKING THE RIGHT QUESTIONS

15. ROLE PLAYING
• Startup
– Try to create traction with your product /
solution
– Try to put yourself in the client’s shoes.
Understand as much as you can about the
prospective client, the context.
– Try to create of positive outcome.Anything
that gets you closer to the selling.
• Debrief
– What did you learn about the customer?
– Was the outcome positive or negative? Why?
• Potential client
– Randomly select where you are in the buying
cycle
– For an enterprise decide what role you have in
the organization.Type of decision maker.
– For a consumer product decide what matters
the most to you for the type of product the
startup is trying to promote.
• Debrief
– How did you perceive the seller?
• Did he understand your needs? Would
you buy from him? What was good and
bad?

16. DIGITAL
MARKETING

17. THE 4 P’S OF MARKETING

19. DIGITAL MARKETING ECO-SYSTEM

20. SALES & MARKETING FUNNEL

21. SALES FUNNEL
FINANCIAL PLANNER WANTING TO ATTRACT MILLENIALS

22. CREATE A SALES & MARKETING
FUNNEL
• Startup
– Define a sales funnel for your startup
– Explain what activities and tools you will
use to create awareness and interest
– What mechanisms you will use to convert
users to customers
• Debrief
– Feedback from the remaining teams.
– What would you do differently?
• Startup
– For this exercise, if you have already a
plan, we will swap the marketing persons
between startups

23. CREATING A SALES VORTEX

24. THANK YOU