Since having a good product or service is no longer a guarantee for market success, entrepreneurs need to understand the importance of a sound sales process – especially in complex environments such as business-to-business or business-to-government. The workshop will focus on giving the participants real hands on experience on how to build a sales funnel and how identify buyer/partner types in complex sales situations.
Agenda & goals:
09:00 – 10:20 Segmentation in complex sales
Goal: Understand buyer types and characteristics. Understand how sales get approved and how a sales process can be streamlined.
10:30 – 11:20 Value proposition design in complex sales
Goal: Understand the importance of tailoring value proposition to individual buyer type.
11:30 – 12:30 Break
12:30 – 14:20 Sales funnel design
Goal: Understand the importance of creating a sales funnel and be able to create one for your business.
14:30 – 15:00 Retro
Coming from an entrepreneurial background – having been involved with Hi-Tech & Internet start-ups across the world (Canada, Germany, Romania, USA) and being a entrepreneurship community leader in Europe – Dan has a clear understanding of the challenges involved in building sustainable businesses from the ground up. In the years following his graduation from a top MBA program, he started focusing more on enterprise innovation management, specifically on how disruptive new ventures can be build in a corporate setting.
Dan is also the co-author of The Corporate Startup book and lecturer of Innovation Management & Mobile Technologies at the University of Applied Sciences in Wiesbaden, Germany.
John Phong K.
John was born in Bac Lieu, Vietnam and then moved to Australia. He was raised and Educated in Melbourne where he graduated with a Law Degree from Deakin University and Ass. Diploma in International Trade from RMIT. As an entrepreneur, he started a Transistor Clothing, which he grew to three stores and then sold. Afterwards, he started an international printing services company which he is still operating. Currently, he is trying to launch several websites including, mobideals.com.vn and bizdeals.net.au.
The workshop is part of the IPP Innovation Accelerator Program (IAP). Seats are limited, ensure your’s through Ticketbox: https://ticketbox.vn/event/startup-sales-workshop-51706