B2B Sales: Lessons learned from selling for 50+ technology companies
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This is the deck from the presentation done by Out2Bound's Teofil Shikov during Dev.bg event on 23rd of January.
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B2B Sales: Lessons learned from selling for 50+ technology companies
- 1. LESSONS FROM SELLING FOR 50+ TECH COMPANIES Teofil Shikov, Out2Bound B2B SALES DEV.BG
- 2. Founder, Out2Bound AIESEC alumni/ABLE member worked/lived on 4 continents closed deals for over 500k EUR skier. TEO
- 3. AGENDA INTRO STRATEGY BEFORE EXECUTION SERVICE VS PRODUCT SELLING FROM BULGARIA INDUSTRY EXPERTISE SALES BASED ON MARKETS
- 4. SELLING FOR 50+ TECH COMPANIES. WHAT?! H O W D O Y O U D O T H A T ?
- 5. 500 500 COMPANIES IN OUR CRM MET WITH 350 SAASSALES 2Y STARTED IN 2016 50+ 25 PRODUCT 35 SERVICE
- 6. GREAT SERVICE ORIENTED COMPANIES GREAT PRODUCT COMPANIES WITH SPECIFIC NICHES
- 7. ON THE CONTRARY why it's hard to go solo traveling WE'LL BUILD IT AND THEY'LL COME MENTALITY FOUNDERS NOT SELLING LACK OF SALES ORG THE OUTSOURCING CURSE NO SALES CULTURE FOUNDERS LACKING SALES MENTALITY
- 8. 17K /7K LEADS/ACCOUNTS RESULTS 25 INDUSTRIES COVERED 68K TOUCHPOINTS EMAILS SOCIAL CALLING
- 9. 23% REPLY RATE ACHIEVED 67% OPEN RATE 600 CONVERSATIONS
- 10. PRODUCT SERVICE
- 11. B2B SALES doesnt matter if it'a product or a service FIND A NICHE FOCUS BULGARIA? VALUE PROP? CONSISTENCY PRICING PARTNER
- 12. STRATEGY G O T O M A R K E T O U T B O U N D A N D O T H E R C H A N N E L S
- 13. GTM what could you do before start selling? MARKET COMPETITION PRODUCT SWOT UNIQUE LICENSING CUSTOMER STRATEGY MIX OF CHANNELS CONTRACTS TIMING EXECUTION OUTCOMES
- 14. INDUSTRIES & GEOGRAPHIES W H I C H I N D U S T R Y ? W H E R E ?
- 15. EUROPE DIFFENCES EVERYWHERE; GERMAN MARKET; EVENTS US, LATAM ASIA, EUROPE US RESPONSIVE ON EMAIL; CALLING ALMOST ALWAYS GETS IN VMs ASIA NEED A LOT OF INFORMATION ON EVERY SINGLE STAGE; EMAILS WORK, CALLING TOO LATAM RESPONSIVE OVER PHONE; FORWARD WORKS; NO HABLO INGLES; SLOW