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

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?