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Growth and the Rise of a New Sales Generation
Transcript of Growth and the Rise of a New Sales Generation
Winning By Design
Conventional Sales Is NOT suited
Unraveling Growth: Velocity
for Cloud services; Europe, Asia, and Latin America.
Exponential Growth Potential
10x more buyers...
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
Presentation design by prezzip.com
Jacco van der Kooij | Sales Architect | Storm Ventures | February 2016
UNRAVELING HOW GROWTH WORKS
Unraveling Growth: Timing
Most companies miss the surge window
Hitting the surge window
Window of Opportunity
1. Find the market
3. Execute Sales
2. Hit the window
Missed the window
IV. Sustainable growth
II. Unpredictable Growth
III. Rapid growth
Conventional Sales Growth
Unraveling Unpredictable Growth
But minimize Growth Hacking
Keys to Unpredictable Growth:
10x more spending...
increase in spending
on online services from $100/mo to $1,000s per month.
Shortening of the buying cycle
from 9-18 months, to 60-90 days.
ONLINE HIGH VELOCITY SELLING
Startups are all about "Rapid" Growth. They use Venture Capital to achieve high volume quickly, and then pivot their business.
for rapid growth
You can't create a need. Only uncover one.
Quitting is not just an option, it is a MUST.
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...
SKILLS AT HIGH VELOCITY
Share Insight (Content)
I HAVE A PROBLEM!?!?
Wanna buy from me?
Share Customer Stories
Have a Conversation
Conventional Inside Sales
Enterprise B2B Sales
HIGH VELOCITY SALES
DIY WEB 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.
The Rise of a new Sales Generation
FOR RAPID GROWTH
not buy products
not an hour
SHARE A STORY
not a PPT
not next Week
Where everyone wants to be
Where conventional biz does not want to be
Strengths of the Dutch Culture
Rapid Growth = High Velocity Sales
A conventional sales approach is unable to deliver results. For this you need for a high velocity sales team using B2B consultatative sales practices.
High Velocity Sales
problem solving process
I have a problem
I need to tell others
DATA IS AN AFTERTHOUGHT
DEPENDENCY ON PEOPLE