Polar Bear Pitching - B2B sales workshop
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Polar Bear Pithing Ice Breaker Day 2016 Short description how to integrate b2b sales process to b2b buying process. Ice Breaker Day was event, where startups got the right tools to break through the ice with global investors and media. Hands on workshops sparred by top experts, networking and matchmaking!
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Polar Bear Pitching - B2B sales workshop
- 1. WORKSHOP How to #breakthruice in B2B sales? Hannu Savela, @hasaa Polar BearPitching 2016
- 2. ”65 % of entrepreneurs says that the main way to growth is better sales and marketing. - Pohjois-pohjanmaan Yrittäjät - Kasvun suunta kysely 12/2015 N=630 Hannu Savela, @hasaa Polar BearPitching 2016
- 3. KEY DIFFERENCES ➤ B2B purchasing process is longer. ➤ B2B products and services are more complex. ➤ B2B buying is teamwork. ➤ B2B evaluation factors are more diverse. ➤ B2B pricing is often more complex. Hannu Savela, @hasaa Polar BearPitching 2016
- 4. BUYING PROCESS 1. awereness 2. need 3. orientation 4. comparison 5. consideration 6. decision Customer identify the existence of the brand/product etc. Customer became interested and identify the need. Customer pickup more information about your products. Customer compare products and substitutes. Customer evaluate the threats and risks. Customer make decision. Where the customer notices your solution first time? Which raises the customer's interest ? What kind of information customer wants and where? How he compares the solution and what he want to makes sure? What makes the customer back off? How customer makes decision? Hannu Savela, @hasaa Polar BearPitching 2016
- 5. PROJECT LIFESYCLE Project lifesycle Partnerships Top managers make strategic and longtime planning. Invests Investors undertake to invest for the projects. Planning Designers planning the buildings. Planning permissions Experts applying for building permits. Purchasing Buyer preparing purchase. Order - Delivery Construction starts. Hannu Savela, @hasaa Polar BearPitching 2016
- 6. TARGET GROUP & PROJECT LIFESYCLE Project lifesycle Target group Partnerships Top managers make strategic and longtime planning. Management Invests Investors undertake to invest for the projects. Investors Planning Designers planning the buildings. Designers Planning permissions Experts applying for building permits. Experts Purchasing Buyer preparing purchase. Buyer Order - Delivery Construction starts. Project Manager Hannu Savela, @hasaa Polar BearPitching 2016
- 7. Project lifesycle Target group Partnerships Top managers make strategic and longtime planning. Management Invests Investors undertake to invest for the projects. Investors Planning Designers planning the buildings. Designers Planning permissions Experts applying for building permits. Experts Purchasing Buyer preparing purchase. Buyer Order - Delivery Construction starts. Project Manager EXERCISE 1 - MY TARGET GROUPS What kind of purchasing process your customer have? What is your target groups? Hannu Savela, @hasaa Polar BearPitching 2016
- 8. HOW WE INTEGRATE BUYING PROCESS AND TARGET GROUPS? 1. awereness 2. need 3. orientation 4. comparison 5. consideration 6. decision Where the customer notices your solution first time? Which raises the customer's interest ? What kind of information customer wants and where? How he compares the solution and what he want to makes sure? What makes the customer back off? How customer makes decision? Management Investors Designers Experts Buyer Project Manager Hannu Savela, @hasaa Polar BearPitching 2016
- 9. HOW WE INTEGRATE BUYING AND SELLING PROCESSES Buying process 1. awereness 2. need 3. orientation 4. comparison 5. consideration 6. decision Where the customer notice your solution first time? Which raises the customer's interest ? What kind of information customer wants and where? How he compare the solution and what he want to makes sure? What makes the customer back off? How customer makes decision? How we lead customer to the decision? Selling& Marketing process How we promote our solution? How we help to identify needs? What information we can share? How we help make comparison? How we remove the risks? How we will ensure the decision? Hannu Savela, @hasaa Polar BearPitching 2016
- 10. OUR SELLING & MARKETING PROCESS How we lead customer to the decision? Selling& Marketing process How we promote our solution? How we help to identify needs? What information we can share? How we help make comparison? How we remove the risks? How we will ensure the decision? Management Investors Designers Experts Buyer Project Manager Hannu Savela, @hasaa Polar BearPitching 2016
- 11. WORKSHOP How to #breakthruice in B2B sales? Hannu Savela, @hasaa Polar BearPitching 2016