Sales and Meetings
Sales Documentation
- Customer Access Map
- Sales Channel Action Plan
- Sales Roadmap, Sales Playbook
- Sales Strategy Map (how account is entered, who is called on, order of calls, presentation)
- Sales process flowchart
- Implementation Plan
- Sales channel management
- Team members given responsibilities
- Steps identified to close a sale, deliver product
Meetings
Prepare
- Research target contacts
- Create introductory email, reference story, script
- Contact methods/make contact
- Build master calendar of scheduled appointments
- Send thank you notes
- Maintain ongoing, expanding list of contacts
- Create innovators list
Key Sales Presentations
- Problem Presentation
- Solution Presentation
- Product Presentation
Preparation and Presentations
- Develop and rehearse presentations
- Give presentation to several customer types
- Show customer's perceived problem, show current solution, show startup's proposed solution
- Describe product (five key features)
- Insert multiple prompts to invite customer feedback
- Do customer interviews for those who heard first "problem presentation"
- If appropriate, include prototype/MVP/demo
Sales
- Secure meeting with the right level of senior management
- Secure purchase action plan/signed custom proposal, orders/firm commitment
Positioning
- Validate positioning with customers, key analyst/ industry influencers through positioning feedback meetings with script, presentation
Types of meetings
- 50 initial target customers
- Channel and Traffic Partners (to test sell)
- Key analysts/industry influencers (special script/presentation) to obtain detailed feedback about marketplace/product
Scorecard (Feedback for)
- Product and features (confirm product fills real need)
- Intended market
- Pricing/Cost
- Distribution
- Referrals
- Sales results compared to sales estimates/quota
Spreadsheet
Summary Reports