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Growth and the Rise of a New Sales Generation

How to meet the demand of a new kind of buyer that primarily lives online, buys faster, and spends more.
by

Jacco vanderKooij

on 27 April 2016

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Transcript of Growth and the Rise of a New Sales Generation

Find Fit for your Product (PPPP)
Winning By Design
Growth
Conventional Sales Is NOT suited
Product
Website
Hire Reps
Pricelist
Value
Funnel
VP
CRM
Quota
Reports
Comp
plan
Hire
AEs
Hire
SDRs
Team Training
Dashboards
Methodology
Growth Hacker
Process
Hire
SDRs
Enterprise Sales
Content
Playbook
Regional Expansion
Tools
AE#1
SKO
DATA
Consultant
Onboarding
Tools #2
More Tools
Hire
Field Reps
prop
Consultants
ARR
Time
Unraveling Growth: Velocity
An exploding
global

market-place
for Cloud services; Europe, Asia, and Latin America.
+
Exponential Growth Potential
10x more buyers...
Growth
Conditions
Growth Potential!
Unraveling the Customer Experience
Conventional B2B sales organizations are designed for sustainable growth for organizations with big deals, and 9-18 month sales cycle NOT High Velocity Rapid Growth
DESIGN
Presentation design by prezzip.com
Changing
Jacco van der Kooij | Sales Architect | Storm Ventures | February 2016
UNRAVELING HOW GROWTH WORKS
Growth Strategy
Profit
Volume
Low
High
Low
High
ARR
Unraveling Growth: Timing
Most companies miss the surge window
5
TIME
Hitting the surge window
Window of Opportunity
BUT HERE
NOT HERE
1. Find the market
3. Execute Sales
2. Hit the window
Missed the window
IV. Sustainable growth
Growth Unraveled
2
1x growth
II. Unpredictable Growth
X Years
III. Rapid growth
3x-10x growth
Conventional Sales Growth
Y year
Z years
1x growth
Annual
Recurring
Revenue
1
Unraveling Unpredictable Growth
3
Through Successful
Failures
But minimize Growth Hacking
ARR
Time
4
Keys to Unpredictable Growth:
10x more spending...
An
increase in spending
on online services from $100/mo to $1,000s per month.
3-5x faster...
Shortening of the buying cycle
from 9-18 months, to 60-90 days.
Conventional
ONLINE HIGH VELOCITY SELLING
7
Startups are all about "Rapid" Growth. They use Venture Capital to achieve high volume quickly, and then pivot their business.
6
for rapid growth
You can't create a need. Only uncover one.
Quitting is not just an option, it is a MUST.
SEED
EARLY
GROWTH
FFF
i. Development
Conventional Cold Outbound
Content as your Outbound
Share Insights on Problems/Solutions
Client engages with your content
Check each other out (trust?)
Share customized insights
Have a call, diagnose, share stories
Insights Driven Sales
Volume based tactics teaches prospective clients to ignore us
From a Selling Process to...
Different Outbound Approach...
Skill Set for Online Sales Professional...
Cold Call
(Elevator) Pitch
Challenge
Negotiate
Close
CONVENTIONAL SKILLS
SKILLS AT HIGH VELOCITY
Share Insight (Content)
O'SH!T
AHA
WOW
OMG
Awareness
Selection
Onboarding
Use/Expansion
Education
COMMIT
...problem solved
I HAVE A PROBLEM!?!?
YEEHAW
Wanna buy from me?
x 18
Ask Questions
Share Customer Stories
Have a Conversation
Problem Solving
Web Sales
Conventional Inside Sales
Online Sales
Enterprise B2B Sales
HIGH VELOCITY SALES
DIY WEB SALES
COLD OUTBOUND
FIELD SALES
Transformation of SDR and AE roles, excel in online diagnose, demo, and assisting buying using enterprise consultative and provocative techniques
Leverage best practices of inside sales to improve online experience (reduce travel).
Excel in online education helping clients self diagnose supported by 24/7 live Q&A.
Conventional
Modern
The Rise of a new Sales Generation
8
FOR RAPID GROWTH
GROWTH ARCHITECTS
roelof@winningbydesign.com
STARTUPS
EDUCATE
not Sell
WRITE
not Call
ASK
not pitch
SOLVE

PROBLEMS
not buy products
15 MINUTES
not an hour
SHARE A STORY
not a PPT
NOW

not next Week
TRY
not demo
Rapid growth
Conventional growth
Where everyone wants to be
Where conventional biz does not want to be
Strengths of the Dutch Culture
Rapid Growth = High Velocity Sales
Profit
Low
High
Volume
Low
High
A conventional sales approach is unable to deliver results. For this you need for a high velocity sales team using B2B consultatative sales practices.
9
Rapid growth
Pivot
Profit
High Velocity Sales
problem solving process
Customer experiences
the solution
I have a problem
it works
I need to tell others
VERY UNSTABLE
TOO RIGID
DATA IS AN AFTERTHOUGHT
DEPENDENCY ON PEOPLE
GROWTH ARCHITECTS
Jacco@winningbydesign.com
Full transcript