$998

SALES for STARTUPS ............. an actionable class and workshop series

Event Information

Share this event

Date and Time

Location

Location

ATLAS Workbase

500 Mercer Street

LHR Boardroom

Seattle, WA 98109

View Map

Refund Policy

Refund Policy

Refunds up to 7 days before event

Event description

Description

COURSE OVERVIEW
--------------------

This 4-week class series is a fast-paced, condensed introduction to modern sales principles and practices. It's designed specifically for lean B2B startup teams / founders (without sales leadership or sales teams in place.)

Focusing on best practices and actionable process, strategy and tools, you will develop customized, step by step, data-driven sales playbooks designed to fire up your revenue engine and quickly gain/increase market traction.

With expert guidance, you’ll work amongst a small cohort of founders in hands-on workshopping sessions. You will create end-to-end assets that are specifically targeted to your solution and audience, and aligned to each phase of the sales funnel and opportunity cycle.

Whether you are looking to refine your process or create one from scratch - you will leave this course with a plan in place, a playbook in hand and the skill set required to effectively execute on both.

COURSE FORMAT
-----------------------

2 hour class meets 1x week for 4 consecutive weeks

OPTION #1:
Tuesday evening sessions 5-7pm: 5/14, 5/21 5/28, 6/4

OPTION #2:
Thursday morning sessions 9-11am: 5/16, 5/23, 5/30, 6/6


COURSE OBJECTIVES
----------------------

Scale Revenue:
Develop consistent, quantifiable and repeatable pathways to winning new business.

De-risk + Minimize Losses:
Learn to identify/avoid widespread misconceptions and grossly outdated, ineffective sales practices. These eat up resources, lead to costly mistakes, and can permanently tarnish your brand.


LEARNING OBJECTIVES
------------------------

Determine which opportunities have the highest propensity to convert to new business:
qualification criteria
testing your buyer
determining Ideal Customer Profiles
when to disqualify and move on

Navigate a seed-to-tree sales cycle:
tactics for advancing deals that get stuck or go dark
lead effective discovery, sales & closing calls (understand the timing of each and the difference)
negotiations, pricing and discounts

Generate targeted leads to build robust pipelines
how to score and qualify leads
where/how to find targeted leads
building lead lists

Inbound and outbound funnels
pros/cons
workflows
which is right for your business?

Sales communications
multi- or omni-channel digital strategy
cadences, sequences: timing for prospecting outreach
automation, segmentation and personalization
buyer-centric messaging

Understand the buyer’s table and today’s consensus sale
buyer roles + decision makers
leveraging your Champion
getting buy-in from all stakeholders

Handling objections:
learn how to get in front of them and shift them to your advantage

Recognizing red flags:
stop wasting time by pursuing deals that aren’t going anywhere

Data and conversion metrics:
which numbers matter and why
use your CRM data to test assumptions, track outcomes and gain powerful insights into your process

SALES ASSETS YOU WILL DEVELOP or REFINE DURING THIS COURSE:
---------------------------------------------------------------------------------

Email templates
Call scripts
Ideal Customer Profiles
Customized value propositions
Prospecting playbook
Qualification criteria


QUESTIONS?
--------------------------

Please contact the organizer:

jo@shift-sales.com

---------------------------


Thank you to our sponsors!

ATLAS WORKBASE, WTIA, FOUNDERS LIVE


**please note**
50% of course fee serves as a non-refundable deposit.
50% is refundable, prior to 7 days before 1st class.

For Tuesday sessions- 50% refunds until 5/7/19
For Thursday sessions- 50% refunds until 5/9/19


Share with friends

Date and Time

Location

ATLAS Workbase

500 Mercer Street

LHR Boardroom

Seattle, WA 98109

View Map

Refund Policy

Refunds up to 7 days before event

Save This Event

Event Saved