Sales Strategies PANTHEON.IO

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Cornelius Griffin
8 years ago
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1 Sales Strategies PANTHEON.IO 1

2 Agenda Sales Strategies Background - Pantheon What We ve Learned about Agencies Sales Basics: What is a sale? Sales funnel Discovery Qualification Pricing Questions 2

3 Who am I? Dwayne McDaniel >2 Years of Partnership Development >13 years of (mostly) tech sales experience Outside of tech, I produce and perform improv theater Dwayne@pantheon.io 3

4 Pantheon Background Pantheon is a platform designed primarily for professional developers and agencies - so we have a very unique position of working with thousands of small agency businesses 4

5 What we ve learned about agencies 5

6 Philosophy 101 6

7 Philosophy 101 7

8 Sales Background 8

9 Sales Background 9

10 Sales Background 10

11 Sales Basics: Sales funnel Leads Qualified Leads Proposals Goal ($$$) 11

12 Sales Basics: What is a Sale? People spend $ on things they value & Follow up, Follow up, Follow up! 12

13 Sales Basics: What is a Sale? People spend $ on things they value Different people value different things Your agency provides values that might not be obvious from the first glance Focus on Value instead of price Time for Discovering what this is... 13

14 Sales Basics: Sales funnel Leads (Discovery) Qualified Leads Proposals Goal ($$$) 14

15 Sales Basics: Value Based Discovery Main points: 1. Understand their current pain points - And connect to what the negative consequences have been for their business 2. Have them describe the future state - And connect them to positive business outcomes 3. While you are doing this, pull out requirements for their solution. 15

16 Sales Basics: Value Based Discovery Value Based Discovery Some basic rules: Ask open ended questions Listen 75% of the time. Talk 25% Resist talking about your value until you have enough information to match your value to what they are looking for 16

17 Sales Basics: Sales funnel Leads Qualified Leads Proposals Goal ($$$) 17

18 Sales Basics: Qualification Qualification B A N T udget uthority eed/want imeline S olution C ompetition O riginality T imelines S ize/scope M oney! A uthority N eed focus on what a client values, not what they want to pay 18

19 Sales Basics: Qualification The worst thing isn t failing, it s taking a long time to fail. Work hard to disqualify quickly 19

20 Sales Basics: Sales funnel Leads Qualified Leads Proposals Goal ($$$) 20

21 Pricing Strategies Pricing Strategies: Fund your life, start from how you want to live Don t hide the ball on price Be ready to lose on price alone 25% of the time Raise those prices over time 21

22 Takeaways Sales funnel - process, process, process Focus on value, not price Only pay attention to qualified Opps: (The worst thing isn t failing, it s taking a long time to fail) Be a businessman and a business, man: -know your value 22

23 Further Reading/Listening *MJHoffman - *You Can't Teach a Kid to Ride a Bike at a Seminar Book by David H Sandler and John Hayes *The Challenger Sale: Taking Control of the Customer Conversation - Book by Brent Adamson and Matthew Dixon *Sales Roundup - *Impro - Keith Johnstone 23

24 THE AGENDA FOR THIS TALK FROM THE WEBSITE: The importance of Discovery and how to conduct it. How to help customers define clear business objectives so you can enable their success. How articulate differentiation and focus on value instead of price. Choosing hourly vs fixed bid pricing based on the situation. When and how to bundle additional services like hosting, SEO and support services. How and when to say no to new prospects. 24

25 Questions Twitter: 25

26 Who am I? Dwayne McDaniel Get these slides: LINK GOES HERE 26

Demand Generation 101

Demand Generation 101 Demand Generation 101 OUTBOUND DEMAND GENERATION IS DEAD??? at least according to the majority of companies who sell inbound marketing technologies and Sales 2.0 thought leaders.