Creator of LeanSalesTraining.com and InwardInc.com, Walter Roth, gives a 90 minute presentation on building the dream sales team for startups and engineers. This is the presentation he references. The talk was powered by http://officience.com/ in Ho Chi Minh City.

1. Kindly hosted by http://officience.com/
LeanSalesTraining.com - Ho Chi Minh City January 2017

2. Intro to Lean Sales
Overview & Q&A Session
01/08/17 - Ho Chi Minh City
1. Download: LeanSalesTraining.com > Resources > Templates: Lean Sales
2. Upload: access via googledoc
3. Share: share access with founding team and mentors

3. Agenda
Meeting Context:
My background / Your sales situation & questions
Overview:
Sales for Startups and Engineers (3+ hours in ~20 minutes)
Q&A:
Real-time “deep dives” based on your actual sales situations
Decision:
10? / 1 thing
Next Steps...

4. Agenda - your sales situation and questions pre-submitted
1. How to build target for a sale team?
2. How to keep your members motivated when they miss the sale target?
3. How to keep sale manpower size not fluctuate, considering the fact that startups have low
budget on commissions and sales are harder to close for any salesperson?
4. How to develop policies for parts sale and retain them?
5. How to build a good incentive program?
6. I am interested in how technology could help sales, release them from admin's task to
focus on their job. How to evaluate tools benefit, what do you think about using AI Bot?
7. How can I massively push sales on F&B?
8. What do you need from the sales manager?
9. How to start selling?
10. How to know that guys is the suitable salesperson for hi-tech start up?
WHAT do you mean by?... WHY?...FOR EXAMPLE?...WHAT ELSE?...

5. Conceptual
Business Model
(Customer Development)
Repeatable
Sales Model

6. There will be suffering ...

7. Founder
Sales
(a special
kind of
suffering)
Till repeatable
sales model is
established ...

8. Sales Process Engineering: Levers to minimize waste
Reduce uncertainty around who are your early
adopters & customers.
Reduce time to no’s.
Reduce number of and duration of steps to yes.
Reduce context switching costs for each yes.
Continuously improve daily process, habits and focus.

9. Repeatable Sales Process Concepts
Sales is a search mindset. Why buy Anything/Us/Now?
Get info don’t give it. MVPitch.
10 Steps. Focus on Next Steps.
Prioritized pipeline follow-up. Biggest sin in sales?
Meeting Agenda: You open them, they close themselves.
Always be opening meetings and prospects.
Be more closed minded.
Pilot closes.

10. Disclaimer: Will not probably work for all markets or products.
You and your startup is probably
the exception.

11. Agenda - Real Time “deep dives” & Thermometer Close
Meeting Context
Overview
Q&A: Real-time “deep dives” based on your actual sales situations
● Deal Walkthrough (3Q’s, 10 steps, Next Steps, Pipeline Rank, Pilot)
● Meeting Walkthrough (Agenda, Next Steps, Closed Mind, Opening)
● Thermometer Close (Any guess?)
Decision:
10? / 1 thing
Next Steps...

12. Agenda - Decision & Next Steps
Meeting Context
Overview
Q&A:
Decision:
10? / 1 thing
Next Steps...

13. Lean Sales
Overview & Q&A
01/08/17 - Ho Chi Minh City
1. Download: LeanSalesTraining.com > Resources > Templates: Lean Sales
2. Upload: access via googledoc
3. Share: share access with founding team and mentors

14. Worksheet: Pipeline Review (Prioritizes Time / Next Steps)
Acct Step % Revenue Expected
Revenue
(sort by)
Date Next Steps Summary / 3W’s
ACM Pilot 4 40% $50,000 $20,000 March
25th
Decision maker wants to talk to
reference at Fortune 100.
Discuss final draft of pilot
proposal.
Decrease cost or fire; We’re the only
one’s with FDA approved app and
case study for Fortune 100 client;
Deal needs to be done by next board
meeting on March 25th or CEO loses
large bonus.
ACM
Enterprise
Formulas for Expected Revenue:
% conf x’s value of deal = Expected Revenue
http://www.leansalestraining.com/blog/templates-lean-sales

15. Worksheet: Info drives 10 Step Sales Process
Step % Litmus Test
Lead 10% Paying attention to us.
Value Prop - 3W’s 20% We have answers for 3W’s. (SO GET INFO!!!!)
Champion 30% Returns calls. Gives info. Make intro’s. Agree 3W.
Executive Sponsor 40% Their budget. Agree 3W’s.
Pilot 50% Signed Pilot agreement with PO attached for full rollout.
Gave Pricing 60% Sent pricing.
Negotiation 70% You are negotiating.
Agreed Pricing 80% Pricing is finalized.
Signed PO / Agreement 90% Signed agreement and PO.
Case Study / Referenceable 100% They’re happily taking calls and approved case study with quote.

16. Lean Sales Canvas by Walter Roth is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
Why buy Anything
Why not do nothing?
Questions to dig for pain
What are 3 items for our MV<P>itch?
Why buy from Us?
Why not from a competitor?
Who are our competitors?
What can only we do?
Questions to uncover these things:
Case Studies
Why buy now?
Why not wait?
What are external/internal events we can link
the buy to?
What are some questions we can ask to
uncover events?
What are the ideal possible next steps?
Techniques used to uncover more Next
Steps that may compress timeline or at least
add more clarity for forecasting?

17. Outline of “Signed” Pilot Agreement
1. Their Suffering, Budget, Path
2. Your recommended solution
3. Value of solution
4. Scope & mutual success metric
5. Team deliverables timeline
6. Next steps after success
(i.e., a PO for full solution)

18. Download: www.LeanSalesTraining.com > Resources > Templates: Lean Sales

19. Be more close minded: People buy emotionally.
People buy emotionally.
Prospects lie.
They don’t trust you.
Don’t fall for their tricks.
E.g.,
It’s work for a lot of people, but I’m not sure if it will for you… mind if I
ask you a few questions first?
How long you’ve been suffering? 10 Years?
So it must not be that big of a problem ...

20. Agenda - Decision & Next Steps
Meeting Context
Overview
Q&A:
Decision:
10? / 1 thing
Next Steps...

21. Lean Sales Training
Next Steps: Feedback and the value of mentoring...
01/08/17 - Ho Chi Minh City
1. Go to http://www.leansalestraining.com/blog/next-steps
2. Read post and make a comment
3. Thank you!