The presentation adapts the nine elements of the Business Model Canvas to create nine corresponding principles of sales. It uses the memory device or acronym* ‘salesforce’. The outcome is a circular mnemonic** which is a conceptual and visual aid to understand sales and other business systems. The Business Model Canvas is a strategic management and entrepreneurial tool. It allows you to describe, design, challenge, invent, and pivot your business model.

1. SETTING YOUR ‘SALES’
FOR SUCCESS
With the
Business Model Canvas
John D. Hipsley
Lexikon
jhipsley@igc.org

2. The presentation adapts the nine elements of the
Business Model Canvas to create nine
corresponding principles of sales.
It uses the memory device or acronym* ‘salesforce’.
The outcome is a circular mnemonic** which is a
conceptual and visual aid to understand
sales and other business systems.
• Acronym: An abbreviation formed from the initial letters of
other words and pronounced as a word
• ** Mnemonic: A device such as a pattern of letters, ideas, or
associations that assists in remembering something
PURPOSE OF PRESENTATION

3. “The Business Model Canvas is a
strategic management and
entrepreneurial tool.
It allows you to describe, design,
challenge, invent, and pivot your
business model.”
www.strategyzer.com
What is the Business Model Canvas (BMC)?

4. Osterwalder’s Business Model Canvas (BMC)

5. 2
1
3
4
5
6
7
89
Osterwalder’s Business Model Canvas (BMC)

6. Nine Elements of the Business Model Canvas (BMC)
BUSINESS MODEL CANVAS
1) Key Partnerships
2) Key Activities
3) Key Resources
4) Value Proposition
5) Customer Relationships
6) Channels
7) Customer Segments
8) Revenue Streams
9) Cost Structure

7. Reorder the Nine BMC Elements
BUSINESS MODEL CANVAS
 Channels (6)
 Customer Segments (7)
 Cost Structures (9)
 Value Proposition (4)
 Key Activities (2)
 Revenue Streams (8)
 Key Resources (3)
 Customer Relationships (5)
 Key Partnerships(1)

8. BMC Elements Renamed to conform with ‘salesƒorce' as an acronym
BMC elements
 Channels (6)
 Customer Segments (7)
 Cost Structures (9)
 Value Proposition (4)
 Key Activities (2)
 Revenue Streams (8)
 Key Resources (3)
 Customer Relationships (5)
 Key Partnerships(1)
success
 arteries
 links
 expenses
 significance
 ƒocus
 outcomes
 resources
 customers
 engagements

9. e
s
a
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e
s
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Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym

10. e
s
a
l
e
s
f
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r
c
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

11. e
a
l
e
s
f
o
r
c
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

12. e
l
e
s
f
o
r
c
2. Arteries
(Channels)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

13. e
e
s
f
o
r
c
2. Arteries
(Channels)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

14. e
s
f
o
r
c
2. Arteries
(Channels)
4. Expenses
(Cost Structures)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

15. e
f
o
r
c
2. Arteries
(Channels)
5. Significance
(Value Proposition)
4. Expenses
(Cost Structures)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

16. e
o
r
c
2. Arteries
(Channels)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

17. e
r
c
2. Arteries
(Channels)
7. Outcomes
(Revenue Streams)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

18. e
c
2. Arteries
(Channels)
7. Outcomes
(Revenue Streams)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
8. Resources
(Key Resources)
3. Links
(Customer
Segments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

19. e
2. Arteries
(Channels)
7. Outcomes
(Revenue Streams)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
8. Resources
(Key Resources)
3. Links
(Customer
Segments)
9. Customers
(Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success

20. 2. Arteries
(Channels)
7. Outcomes
(Revenue Streams)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
8. Resources
(Key Resources)
3. Links
(Customer
Segments)
9. Customers
(Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
10. Engagements
(Key Partnerships)

21. 2. Arteries
(Channels)
7. Outcomes
(Revenue Streams)
5. Significance
(Value Proposition)
6. Focus
(Key Activities) 4. Expenses
(Cost Structures)
8. Resources
(Key Resources)
3. Links
(Customer
Segments)
9. Customers
(Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
10. Engagements
(Key Partnerships)

22. “One of the best predictors of
ultimate success …
isn’t natural talent
or even industry expertise,
but how you explain your
failures and rejections.”
Daniel H. Pink, author of five
books about business, work and
management
As in sales so it is in life

23. John D. Hipsley
Lexikon
jhipsley@igc.org
SETTING YOUR ‘SALES’
FOR SUCCESS