Every business must have a dependable, repeatable sales strategy to bring in new business. Building a sales strategy is therefore a vital part of any business's expansion efforts, and often involves creating a process that can then be repeated by wider members of a team. The #IdeasMeanBusiness webinar series has been designed to provide practical advice, expert knowledge and tools for young people. It aims to enable entrepreneurship and innovation among more young people to help them bring more diverse ideas and businesses into the economy. Find out more here: https://ktn-uk.org/events/ideasmeanbusiness-building-a-sales-strategy

1. Building a Sales Strategy
27 OCTOBER | 11:30 AM

2. @IdeasMeanBusiness #IdeasMeanBusiness
Hey, I’m Izzy
Izzy Obeng
Founding Director, Foundervine 🚀
I’m an entrepreneur and Managing Director of
Foundervine – an inclusive start-up community for
future founders

3. 62% participation by women
4000+ hours of expert mentoring and coaching
200+ individuals trained and skilled on programs
66 ventures formed
£0.3m+ raised by our founders
As seen in…
2
Foundervine host the first BME
SME Roundtable at 10
Downing Street in June 2019

4. @IdeasMeanBusiness #IdeasMeanBusiness
Session
Structure
12:10
Understanding and
visualising your outcomes
12:20
Building compelling and
achievable goals
12:35
The Marketing and Sales
Cycle
12:40
Structuring your Sales
Function the Right Way
12:45 Q&A
13:00 Close

5. @IdeasMeanBusiness #IdeasMeanBusiness
B2B B2C
C2C B2B2C

6. @IdeasMeanBusiness #IdeasMeanBusiness
The extraordinary power of
visualising your outcomes.
5 mins
“
“

7. @IdeasMeanBusiness #IdeasMeanBusiness
The Marketing
and Sales Cycle
2
16
34
5
A
C
B Branding
Product / Service
Development
Reach
Market
Segmentation
Customer
Segmentation
Lead Stage
Prospect Stage
Customer
conversion
Sales Marketing

8. @IdeasMeanBusiness #IdeasMeanBusiness
The Marketing
and Sales Cycle
2
16
34
5
A
C
B Branding
Product / Service
Development
Reach
Market
Segmentation
Customer
Segmentation
Lead Stage
Prospect Stage
Customer
conversion
Sales Marketing

9. Meet Brian, Joe
and Nathan
@IdeasMeanBusiness #IdeasMeanBusiness

10. @IdeasMeanBusiness #IdeasMeanBusiness
The Marketing
and Sales Cycle
2
16
34
5
A
C
B Branding
Product / Service
Development
Reach
Market
Segmentation
Customer
Segmentation
Lead Stage
Prospect Stage
Customer
conversion
Sales Marketing
Demographic,
psychographic, behavioural
and geographic
segmentation
Web platform and mobile app
Communicate and build
awareness of your CVP
For Users
For Hosts
Hosts Commercial Hosts
Guests (Personal) Guests (Business)
Experience Designers

11. @IdeasMeanBusiness #IdeasMeanBusiness
The Buyer’s
Journey
2
16
34
5
A
C
B Branding
Product / Service
Development
Reach
Market
Segmentation
Customer
Segmentation
Lead Stage
Prospect Stage
Customer
conversion
Sales Marketing

12. @IdeasMeanBusiness #IdeasMeanBusiness
The Buyer’s Journey
LeadStage
Customer Conversion ☺
Awareness
Interest
Consideration
Purchase Post-Purchase Re-purchase
Build personal brand as Founder. Focus
on problems and pain points. Industry-
specific content, social media, press
Focus on your solutions, help prospects
understand how to engage with you,
webinars, e-books, events, videos etc
Show what it’s like to work with you.
Case studies, vendor comparisons,
references, free trials, demos etc
Validate their decision.
Make contract process
easy. Live training, user
YouTube guides
Build communities, loyalty
programs, newsletters,
phone calls, make them
feel loved
Stay in touch. Look for
opportunities to upsell.
Newsletters, emails,
phone calls

13. @IdeasMeanBusiness #IdeasMeanBusiness
Objective 1: Generate £20,000 in revenue by end of March 2021
Key results
• Add 25 new qualified leads to CRM by November 2021
• Launch product X by January 1st
• Launch new loyalty scheme for existing customers by January 31st
Objective 2: Increase the efficiency of our sales function
Key results
• Rebuild CRM by end of December 2020
• Book Sales Strategy training for all cofounders by end of March
• Re-design Sales Process for customer segment Y

14. @IdeasMeanBusiness #IdeasMeanBusiness
“If you wish to build a ship,
do not divide the men into
teams and send them to
the forest to cut wood.
Instead, teach them to
long for the vast and
endless sea.”
Antoine de Saint-Exupéry

15. Questions?
https://ktn-uk.org/programme/young-innovators/
http://bit.ly/YoungInnovators-LinkedInGroup
@IdeasMeanBusiness
#IdeasMeanBusiness