Masterclass Corporate Sales - 14 July 2022
One of the most valued masterclasses of PIM is about Corporate Sales and we organize this one again in Summer.
The essence of Sales in a nutshell
The full Sales Cycle
Deep dive into Prospecting (I) and Need Analysis (II) – the first 2 phases
Tips when presenting their Solution (III)
Number 3 is the most important as this is where everybody is wrestling with. Especially start-ups are living their product 24/7 and they want to talk about this all the time. They forget to put the customer in the centre.
To prepare for the training session please work on the following in advance:
Write down your Top 5 “Ideal Customer Criteria” (not “has budget, needs your solution, etc.”)
Goal: know the prospects to look out for;
Describe either your current customer you are satisfied with or dream the company you build your solution for and write down its characteristics;
Present your: Issue, Evidence & Impact perspective of your Ideal Customer = Prospect
Goal: visualize for yourself what your solving from a prospect perspective, proof it and point out why it is so important for a prospect to get this solved
What is the typical issue a company has you’re able to solve & The proof you have that this is actually the case
Why is that issue so critical for the company & how high is it on your ideal prospect List
See an example how the trainer used these elements for a company I’m currently CRO for: https://www.youtube.com/watch?v=nFh7TPNy2ME&t=2s
Write your base Sales pitch (to be personalized for every prospect) to whom (qualified person)
Imagine you have 1 - 2 minutes to present yourself
What will you say that strikes your prospect and get you the attention you need to get to a 15 minute conversation
How your 1st meeting with your prospect will look like
The end you have in mind (which reasonable/ logical/non-threatening decision do you want to enable)
Key beliefs the customer must have (in order to decide = beyond the features of your solution)
How you’ll pre-condition the meeting to achieve this
agenda
people need to attend
Time
Questions you’re going to ask
The Masterclass will be in English and organized at Startup Village in Amsterdam.
About the trainer
Rogier van Erkel is in Sales since 2001 in a variety of industries & roles. He started in waste management, moved over to scientific publishing and since 2018 runs his own Sales Consulting company helping SMB companies while he holds a Chief Commercial Officer role in a USA Nasdaq listed SaaS company. He believes in a very pragmatic & constructive Sales approach combining a variety of sales methodologies from Miller Heiman, Franklin Covey & Jeffrey Gitomer. In his eyes “selling is not telling”, but a structured process with clear roles & measurable outcomes, all about qualifying prospect needs and value based selling. Rogier lives in Amsterdam, is married and has 2 children.