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Sales Strategies
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Agenda

Sales Strategies
- Pantheon Background
- What We’ve Learned about Agencies
- Sales Basics: What is a sale?
✓ Sales funnel ✓ Qualification ✓ Discovery
- Questions
Sales Strategies 1 PANTHEON.IO Agenda Sales Strategies - - PowerPoint PPT Presentation
Sales Strategies 1 PANTHEON.IO Agenda Sales Strategies - - PowerPoint PPT Presentation
Sales Strategies 1 PANTHEON.IO Agenda Sales Strategies Pantheon Background What Weve Learned about Agencies Sales Basics: What is a sale? Sales funnel Qualification Discovery Questions 2
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Ben Stoffel-Rosales

Twitter: @thebensr Email: ben.rosales@getpantheon.com
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Pantheon Background

Pantheon is a platform for developers and agencies - so we have a very unique position
- f working with thousands of small agency
businesses
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What we’ve learned about agencies

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Sales Background

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Sales Background

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Sales Background

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Sales Basics: Sales funnel

- Leads
- Qualified Leads
- Proposals
- Growth goal ($$$)
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Sales Basics: What is a Sale?

People spend $ on things they value
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Sales Basics: What is a Sale?

People spend $ on things they value
Truth about value
- People value different things
- Your agency provides value
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Sales Basics: What is a Sale?

People spend $ on things they value
Truth about value
- People value different things
- Your agency provides value
Focus on Value instead of price
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Sales Basics: Qualification

Qualification B
udget
A
uthority
N
eed/want
T
imeline focus on what a client values, not what they want to pay
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Sales Basics: Qualification

The worst thing isn’t failing, it’s taking a long time to fail. Get me to no fast or yes in your own time....
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Sales Basics: Value Based Discovery

Main points:
- 1. Understand their current pain points
- And connect to what the negative
consequences have been for their business
- 2. Have them describe the future state
- And connect them to positive business
- utcomes
- 3. While you are doing this, pull out
requirements for their solution.
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Sales Basics: Value Based Discovery

Value Based Discovery Some basic rules:
- Ask open ended questions
- Listen 75% of the time. Talk 25%
- Resist talking about your value until you have enough information to
match your value to what they are looking for
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Pricing Strategies, Tire Kickers

Pricing Strategies:
- Gas vs. Salt
- The $0 invoice
- Don’t “hide the ball” on price
- Lose on price alone 25% of the time
- Raise those prices!
- Fund your life, start from how you want to live
- Follow up, follow up, follow up
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Takeaways

✓ Sales funnel: reverse waterfall ✓ Only pay attention to qualified Opps: (The worst thing isn’t failing, it’s taking a long time to fail) ✓ Focus on value, not price ✓ Be a businessman and a business, man:
- know your value
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Further Reading/Listening

*MJHoffman - https://twitter.com/mjhoffman
*You Can't Teach a Kid to Ride a Bike at a Seminar
Book by David H Sandler and John Hayes
*The Challenger Sale: Taking Control of the Customer Conversation - Book by Brent Adamson and Matthew Dixon *Predictable Revenue - Predictablerevenue.com
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