EVERYONES RESPONSIBILITY Hosted by Nelson Harris, Jeff Calderone, and - - PowerPoint PPT Presentation

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EVERYONES RESPONSIBILITY Hosted by Nelson Harris, Jeff Calderone, and - - PowerPoint PPT Presentation

Mar 17, 2023 134 likes •406 views

NEW BUSINESS IS EVERYONES RESPONSIBILITY Hosted by Nelson Harris, Jeff Calderone, and Nick Switzer Join Us for Contribution Sprints Friday, April 28, 2017 First-Time Sprinter Mentored Core General Sprints Workshop Sprint 9:00am - 6:00pm

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NEW BUSINESS IS EVERYONE’S RESPONSIBILITY

Hosted by Nelson Harris, Jeff Calderone, and Nick Switzer

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Join Us for Contribution Sprints

First-Time Sprinter Workshop 9:00am - 12:00pm Room: 307 - 308 Mentored Core Sprint 9:00am - 12:00pm Room: 301 - 303 General Sprints 9:00am - 6:00pm Room: 309 - 310

Friday, April 28, 2017

#drupalsprints

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Jeff Calderone

CEO @elevatedjeff

Meet the Team

Nick Switzer

Development Director @switzern

Nelson Harris

Business Development Strategist @elevatednelson

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We’re a digital agency that helps

  • rganizations solve technology

and marketing problems.

elevatedthird.com

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WHY IT MATTERS

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“Nothing happens until somebody sells something.”

In 2004, I started a web company

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Ask the client questions, listen for pain and if we have a solution, tell them about it.

We don’t wear plaid

  • jackets. We sell

Drupal solutions!

TALK ABOUT IT

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SELLING IS A WHOLE AGENCY ENDEAVOR

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TALK ABOUT IT

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Especially for large projects, get everyone into a room right away. Give regular status updates.

Proactiveness through communication.

TALK ABOUT IT

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When people have time to reflect and think, they will subconsciously connect dots. Their network, past projects, new ideas, better solutions.

Leverage passive connections.

TALK ABOUT IT

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WAR ROOM IT

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Don’t estimate in a vacuum. Context and real-time discussion is key.

Make estimates collaborative.

WAR ROOM IT

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Two (or three, or four) heads are better than

  • ne. Align on strategy

to create an effective & memorable proposal.

Brainstorm new solutions.

WAR ROOM IT

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There is never one right

  • answer. Collaboration

can align business goals and budgets with technical constraints.

Estimates are guesses.

WAR ROOM IT

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PITCH IT

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Just because they aren’t salespeople doesn’t mean they can’t pitch. Let your implementation team geek

  • ut with the client about what’s possible.

Developers can be your best closers.

PITCH IT

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WIN IT & BUILD IT

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This was a team effort. Make everyone who was involved feel valued and appreciated.

Experience victory & defeat together.

WIN IT & BUILD IT

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Everyone was involved from the start. We all knew what we were getting into and had a say in the plan.

Get started!

WIN IT & BUILD IT

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Sales should stay involved and support. Don’t throw the implementation team to the wolves.

Ensure ongoing success.

WIN IT & BUILD IT

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HOW TO WIN NEW BUSINESS TOGETHER

NEW BUSINESS IS EVERYONE’S RESPONSIBILITY

  • Talk about it early
  • War room and collaborate on estimates
  • Bring developers to the pitch
  • Celebrate and begin together
  • Continue to work as a team
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Thank you!

Visit us at booth #333

elevatedthird.com

Follow us on our social channels:

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What did you think?

Locate this session at the DrupalCon Baltimore website: http://baltimore2017.drupal.org/schedule Take the survey! https://www.surveymonkey.com/r/drupal conbaltimore

elevatedthird.com

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QUESTIONS/COMMENTS?