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    Any B2B Sales Strategy

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    Avin Shanbhag
    The document provides an overview of key considerations for developing an effective business model. It discusses four main components: 1. The value proposition - what product or service is offered, how it delivers value to customers, and why customers need it. 2. The customer segments - who the target customers and competitors are. 3. Revenue streams - how the company will generate revenue from the value proposition. 4. Key resources, activities, and partnerships - what is needed to deliver the value proposition to customers. The document emphasizes that an effective business model articulates how the company creates, delivers, and captures value for both the customer and itself. It provides the essential information and direction needed for the startup

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    Any B2B Sales Strategy

    Uploaded by

    Avin Shanbhag
    349 views3 pages
    The document provides an overview of key considerations for developing an effective business model. It discusses four main components: 1. The value proposition - what product or service is offered, how it delivers value to customers, and why customers need it. 2. The customer segments - who the target customers and competitors are. 3. Revenue streams - how the company will generate revenue from the value proposition. 4. Key resources, activities, and partnerships - what is needed to deliver the value proposition to customers. The document emphasizes that an effective business model articulates how the company creates, delivers, and captures value for both the customer and itself. It provides the essential information and direction needed for the startup

    Original Description:

    Strategic Selling & Consultative Selling strategies in just 3 pages!

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    © © All Rights Reserved

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    The document provides an overview of key considerations for developing an effective business model. It discusses four main components: 1. The value proposition - what product or service is offered, how it delivers value to customers, and why customers need it. 2. The customer segments - who the target customers and competitors are. 3. Revenue streams - how the company will generate revenue from the value proposition. 4. Key resources, activities, and partnerships - what is needed to deliver the value proposition to customers. The document emphasizes that an effective business model articulates how the company creates, delivers, and captures value for both the customer and itself. It provides the essential information and direction needed for the startup

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    349 views3 pages

    Any B2B Sales Strategy

    Uploaded by

    Avin Shanbhag
    The document provides an overview of key considerations for developing an effective business model. It discusses four main components: 1. The value proposition - what product or service is offered, how it delivers value to customers, and why customers need it. 2. The customer segments - who the target customers and competitors are. 3. Revenue streams - how the company will generate revenue from the value proposition. 4. Key resources, activities, and partnerships - what is needed to deliver the value proposition to customers. The document emphasizes that an effective business model articulates how the company creates, delivers, and captures value for both the customer and itself. It provides the essential information and direction needed for the startup

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 3

    10 mins

    Fundamentals of a Business Model A

    1 Business Model (Critical) Reflection in your journey


    B

    C
    Can you please briefly introduce yourself and your startup?

    1. WHAT? 2. WHO?
    Do you have a product or Who are your
    service that works, is customers and
    affordable and available? competitors?
    4. HOW? Value
    Do you have the right (potential) people, Delivery
    money, equipment and facilities to
    deliver your value proposition?
    ….
    Customer
    Your (or/and)

    Competitors A Vision
    What does the world look like where
    your startup wants to operate?
    Value Be Realistic, Forward looking,
    Compensation Credible, Attractive
    Consumer
    B Mission
    3. WHY? What role does your company play in
    Will this customer/consumer this world? What needs does it fulfil?
    say: "I need this!“? Provides direction, Legitimizes, Motivates

    C Ambition
    What goals does your startup plan to
    achieve?
    Should have a challenge, independent and
    quantified
    Source & Credits: Roland Berger | YES!Delft (Incubator) Ready to Startup Program
    15 mins
    B2B Sales
    2.1 How startups/companies sell to MNCs & gain entry?

    1 Buying Influences 4 Your Win-Results


    Economic Buyer Technical Buyer Win-Lose Win-Win
    Final Approver (1 or Screens out possible You win at the Both profited personally
    more) who signs off suppliers (they give a No, Buyer's expense. & professionally from
    but not a Yes) Has revenge the transaction

    User Buyer Coach or Lose-Win


    Lose-Lose
    Makes judgements, Guides you to other
    No feel good
    You give special Value
    supervises use of the buyers that help you
    about the Sale
    Discount/Free time Delivery
    product or service make Sale with no outcome

    2 Response Modes Sales Funnel


    5
    Customer
    Growth Trouble Prospect/Lead
    You Buyer is receptive, Reality-Results Divide your time into 4 above dimensions as
    Strategic asks for "more" or
    "better"
    Discrepancy; New
    Product Introduction!
    35% of the prospects are poor.
    Value
    orOver-confident Compensation
    Selling No Trouble
    No discrepancy, no Totally unreceptive to
    sale. Comfortable change, Chances are
    with Status-Quo Nil

    3 Red Flag Device 6 Ideal Customer Profile


    Eliminate a Red Flag (and/or) • Satisfied Customer • Repeat business
    Lever from a Strength of the • Long-term relationship • Good referral
    product/service
    Adapted from:
    The New Strategic Selling: The Unique Sales
    System Proven Successful by the World's Best
    2 Companies (Stephen E. Heiman et al, 2005)
    15 mins
    B2B Sales
    2.2 How do we select startups/companies that sell to us?

    1 Sales Script Model


    Approach: Demonstrate: Proposition: Close:
    Act as a Consultant Carefully leads customer Product/Service Closing the sale without
    Value to point of purchase description asking for an order and
    Delivery receiving a signature

    Feedback
    Value
    Delivery

    2 Communication of the Dots


    R5 Model
    R1 Rapport – Having and maintaining meaningful relationships via trust
    You Customer
    R2 Record – Capturing the most important non-verbal and verbal patterns/info.
    Consultative R3 Release – Ask for the problem. They immediately give answer (mostly not a problem) Value
    R4 Replace – Providing a solution at the point of selling Compensation
    Selling R5 Remember – Understand what the customer bought and how people buy

    3 Fundamental Mistakes
    • Attitude
    • No planning
    • Little or No preparation
    • Word Presentations
    • Disconnected from Audience Adapted from:
    Unleashing the Power of Consultative
    Selling: Selling the way your customer
    wants to buy… Not the way you like to
    3 sell! (Richard Grehalva, 2004)

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