& Businesses Relations
BY DIMITAR SAVOV
Digital Sales
LECTURE 5
SPEAKER
Dimitar Savov
Head of Marketing @ Startup Masters.
#EcommAdvanced
www.sli.do
All Course Resources
http://bit.ly/SoftuniEcomm
The link with
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Today’s Agenda
Bruce Lee
“When the pressure is on, you don’t rise to the occasion—you fall to your highest level of preparation.”
Preparation
PHASE 1
The Conversation
Listen For
Establish Credibility
Tell them about your work
Give them a reason to…
Give you the info
Anchor Questions
Lead in a direction you like
Ask them to elaborate
Tell me more about ...
Softball Questions
Tell me about…
Top 3 topics
Get them going & listen
VERY IMPORTANT! Get them to take action! Get a Commitment. Money, Time or Reputation!
The Personas
Geography
Demographics
Psychology
Behaviors
Description - Successful Digital Businesses looking to Scale and Grow fast.
Personas:
The successful businessman who wants to start a new digital business venture
The successful digital business owner who wants to scale up & scale out.
Countries: US, Canada, UK, Israel, Australia
Team Size: 5-75
Revenue: $1 000 000+ Annual Revenue
Monthly Marketing Budget: $15 000+
Software: Salesforce, Infusionsoft, Marketo, VWO, Optimizely, Demandware, Magento Enterprise, Hubspot, Activecampaign.
Position: C-Level Only - CEO, COO, CTO, CMO etc. (Decision Makers Only)
Industries: Ecommerce, SaaS, Inbound marketing (B2B)
BANTV Check
Budget: Can they afford it?
Authority: Do they make the decision?
Need: They need you? You can help?
Time: Now or Later?
Value: What they stand to gain?
MANACTV Check
Money: Can they afford it?
Authority: Do they make the decision?
Need: They need you? You can help?
Ability: Can they actually do it?
Competition: How likely to choose competitor?
Time: Now or Later?
Value: What they stand to gain?
The Customer Journey
The Seven Strata
Trust Factors
Crafting a Brand Story
Execution
PHASE 2
A Word on Networking
Lead Stages
Lead Generation Metrics
Lead Generation Objectives
Top Lead Gen Objectives
How to Choose Where to Focus?
The Sales Checklist
Tools & Technologies
Aristotle’s Rhetoric
Logos - Argument from Reasoning.
Pathos - Argument from Emotion.
Ethos - Argument from Authority.
Sales & Deals
Value Based
Sales
Value Based
Techniques
Closing
The Golden Rules of Sales
The hacker Mentality
“ At the outset, hackers want to understand what’s possible and why. Once they learn enough about a particular system, hackers can graduate to the second stage of hacking, in which they gradually learn to control and manipulate the system. Any problems that hackers cause at this point, such as crashing a computer or erasing a hard disk, occur more often out of sheer clumsiness than deliberate intent. Hackers reach the third and final stage when they put their newfound skills to work for a purpose. ”
Top Sales Reads
Questions?
Thank You.