Sales

Global sales strategies for ambitious Romanian entrepreneurs
The session took place. The next seminar will take place in 2013

Desired Outcomes of this Session

  1. Understand, and buy into, the critical role of sales in making companies successful
  2. Understand Client Needs – and Matching Products to Those Needs
  3. Understand how to calculate economic benefits, ROI, and value proposition
  4. Begin calculating how to craft a divine elevator speech

Session Agenda

  1. High value sales, sales management and predictable strategic customer relationships
    • The Key Role of Sales in Start-up Companies
    • Business-to-business selling processes
    • Understanding client needs
    • Best source of funding is customers
  2. Creating a sales and customer focused culture in your company
    • Ideal profile for the CEO as sales leader
    • Create an environment for sales success
    • Building a sales culture
    • Customer-Oriented Culture – steps to success
    • Working in a sales teams
  3. Maintaining customer focus; making the numbers
    • Marketing for High Tech Startups
    • Understand customers economic benefit
    • Build credibility – gain and build client’s confidence and trust
  4. Managing a global sales organization: critical accounts, compensation, Q-to-Q performance
    • Think globally about your markets
    • The needs-based sales process
    • Selling to Global Players
  5. Writing Business Plans that Raise Money
    • Raise your venture capital
    • Name your first ten customers
    • How and why prospective customers will buy from you
    • Build your company without any outside investment
  6. Recruiting, Motivating and Building a World Class Sales Team
    • Interviewing and reference checking
    • The concept of the “A” Player
    • Sales: Art or Science?