A Strong start: The key to winning clients' hearts 🤝
Our experienced sales experts and leads know that closing a sales case doesn't mean it's time to celebrate just yet! Before you pop the champagne, remember this: our top consultants emphasize the importance of a speedy and effective start.
Right after sealing a deal, here's what our best sales leads and sales executives do:
Schedule two 3-hour sales workshops in the client's calendar 📅.
Create a copy, and customize this presentation template. They prepare well for the workshops.
Create a workspace and ensure the entire client growth team is included, so they can access your sales insights. Now you are ready to celebrate with champagne! 🍾
How to run sales workshops? 🚧
Here is a guide on how to run workshops in general. In this article, we focus more on the content of the Sellai Sales Workshop.
These 10 slides are your answer to a thousand sales-related questions in the future. Covering them might only take you 4-6 hours with the client, it's wise to split the session over two days. This approach fosters fresh ideas, questions, and perspectives, especially after a good night's sleep 🌙. Reserve some time in the second workshop to review also the checklist thoroughly.
Workshop Themes: Only 4 things to know to succeed in sales
Business Model Canvas: This canvas helps you to dive deep into understanding not just the product, but the customer's business. In the sales workshop we'll focus on 'Value Proposition' and 'Customer Segments' boxes. [Read more about the Business Model Canvas here.]
Positioning: This is crucial for answering questions related to competition, differentiation, and pricing. A simple visualization can provide numerous insights. [We highly recommend reading about positioning in our newsletter.]
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Positioning visualizations from our newsletter.
Pricing: This is not about our pricing. This is about how the client has priced their own products or services we are selling. There are countless pricing strategies available. In our case, the client most often already has a pricing model that we just have to understand. Sometimes our seasoned sales experts aid clients in refining pricing strategies. [You can read different pricing strategies here.]
ICP or DCP (Dream or Ideal Customer Profile): This concept is essential for prospecting, creating messaging for cold outreach, and visualizing the problems solved by the customer's solution. This step can only be done after we understand the value proposition, customer segments, positioning, and pricing. [Buyer persona article from Hubspot]
We utilize this canvas in our work, courtesy of our colleagues at Columbia Road.
Create S.M.A.R.T goals with the client 🎯
In client collaboration, it's crucial to set clear goals for the work! For this, we use the S.M.A.R.T. model to ensure that, as the sales process progresses, both parties have a clear and unified vision of whether the set objectives are being achieved.
You can read more about setting S.M.A.R.T. goals from here.
Make sure you got everything figured out 🦵🦶🛴
At the end of these workshops, you'll be well-equipped to start cold contacting clients' dream customers and initiate sales activities.
But first, ensure you and your client are fully aligned by going through this final checklist. This step is crucial for avoiding surprises and maintaining mutual understanding.
Checklist, make sure to go through this list with your client! 📝
1. Pre-Workshop Preparations
Starting Workshop Scheduled: Ensure it's on the calendar.
People Assigned to the Process: Identify names and e-mails who are involved.
Contract Terms Agreed: Terms are agreed and signed.
Sellai Workspace: Opened and the client invited to it.
2. During the workshops
Workshop Documents: Prepared and ready.
Contract and Invoicing Principles: Review and discuss.
Billing address: Documented
Client's Sales Material and Process: Familiarization.
Representation: Define your title with the client (e.g., Sales Manager).
CRM System: Determine where all the sales activities are documented.
Tools: Decide on phone, calendar, and other necessary tools – yours or the client's?
3. Kickstart the sales work
Email Credentials: Username and password setup.
Cold Emailing: Establish the email signature.
Call Script: Preparation for cold calls.
Sales Presentation and Pitch Material: Ready to use.
Prospecting: Use ICP and Zoominfo or other tools
System Access: Ensure you have access to all required systems.
Blacklist: Understand who NOT to contact.
Handover Process: Establish the customer handover point to the client.
Sharing Client Material: Determine what is shared with customers.
Regular Meetings: Arrange at least biweekly sales meetings.
Primary Communication Channel: Agree on phone, email, Slack, WhatsApp, or other.
Pro Tip! 💡 Managing Tricky Topics Like a Pro
Feel uncomfortable discussing topics like billing? This is your moment to excel. Tackle these challenging conversations with confidence – you'll find it smoother than you think!
Make more money by nailing sales workshops! 🤑
If workshops are done correctly, everything else becomes easy. Clients are happy, work is faster and results are better. And remember, workshops are billable hours as well.
Quality prospecting lists with crystal clear ICP: Ready to build contact lists with tools like Zoominfo.
Better sales results with strong positioning: Craft compelling sales messages that distinguish you from the rest.
Autonomy in your work with clear pricing and business model: Demo your meetings without your clients presence and with confidence!
Less hassle with checklist: Stay aligned with the client's strategy and report your work effectively.