1) The document discusses sales strategies for startups. It notes the changing global market environment with increased competition, shorter product lifecycles, and blurred technology boundaries. 2) It examines why organizations and sales exist, when and why people buy, and what they are really buying. People are buying value and solutions to their needs. 3) The document discusses sales concepts like understanding the product and its value proposition. It stresses the importance of communicating the product's benefits clearly to customers.

1. SALES 4 STARTUPS
RAMESH VENKATESWARAN
8 March 2014
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Ramesh Venkateswaran

2. CURRENT ENVIRONMENT – CHANGING
THE PLAN TODAY
MARKET
THE PLAN PLACE
• Some
Competition basics of selling
• Speakers –
• Global competition key sales lessons
•Panel discussion
• Shorter Product life cycles
• Q & A and
• Blurred boundaries –
• product alternates and technologies eg. Steel/
• Wrap up
Al /paper/plastics / paper …..
0108
2

3. WHY DO ORGANISATIONS EXIST ?
WHAT IS SELLING ALL ABOUT ?
WHY AND WHEN PEOPLE BUY
AND WHAT ARE THEY REALLY BUYING ?
June 08
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Ramesh Venkateswaran

4. THE CURRENT SCENE IN THE FLAT WORLD

Globalization – no boundaries

Basic products - identical

Commodities are technologized ; technologies are commoditized

Communication

Awareness and education levels

Changes in attitudes , expectations – promiscuous
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Ramesh Venkateswaran

5. WHY DO ORGANISATIONS EXIST ?
WHAT IS SELLING ALL ABOUT ?
WHY AND WHEN PEOPLE BUY
AND WHAT ARE THEY REALLY BUYING ?
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6. SOME THOUGHTS ON SALES
• Concept
•Selling
• Value
• Price
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7. What is my product ?
What is it supposed to do ?
Basic requirement for selling – need ?
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8. THE CONCEPT
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9. THE CONCEPT
• Why
• What
• How
• For Whom
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10. Possible situations for offering
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11. June 08
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Ramesh Venkateswaran

12. A more convenient shopping experience than crowded
big box stores where the staff routinely ignored
customers.
…. The company’s ability to personalize a version of the
website for each shopper based on his or her previous
purchases.
……. Everyone would one day use the Internet at high
speeds , not over screeching dial up modems and that the
infinite shelf space of the Web would enable the
fulfillment of the merchandiser’s dream of the everything
store – a store with infinite selection
The Everything Store : Brad Stone
The EverythingStore : Brad Stone - p 41

13. Every time a new feature or product was proposed,
he ( Jeff Bezos ) decreed that the narrative should
take the shape of a mock press release.
The goal was to get employees to distill a pitch into
its purest essence, to start from something the
customer might see.
Bezos didn’t believe that anyone could make a good
decision about a feature or product without knowing
precisely how it would be communicated to the world
and what the hallowed customer would make of it.
The Everything Store : Brad Stone
The EverythingStore : Brad Stone - p 176

14. THE CHANGING ENVIRONMENT

15. Today tech companies are becoming like other
enterprises
While
Other enterprises are becoming more tech
enabled and dependent
Ex:
Need to understand implications of the
adoption / diffusion cycle both from point of
view of product and market / buyers

18. Addidas I - Microprocessors
• 5 million calculations per second
• Adjust the heel and sole for off road,
trail running , pavement etc.
Ramesh Venkateswaran

19. Gillette Razor
Ramesh

20. Gillette Razor
• 5 blade shaving surface technology
• 1 Precision Trimmer
• Battery operated
• Auto switch off after 8 seconds accidental activation
• Low battery indicator – when to change battery
Ramesh Venkateswaran

23. Value – what’s that ?
What is your product expected
to do ?
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24. TO PUT IT SIMPLY
OUR PRODUCT
CUSTOMER

25. TO PUT IT SIMPLY
OUR PRODUCT
CUSTOMER

26. TO PUT IT SIMPLY
OUR PRODUCT
VALUE ?
CUSTOMER

27. TO PUT IT SIMPLY
OUR PRODUCT
COMPETITOR
CUSTOMER

28. TO PUT IT SIMPLY
CUSTOMER
A
OUR PRODUCT
C
B
COMPETITOR

29. TO PUT IT SIMPLY
CUSTOMER
A
B
C
OUR PRODUCT
COMPETITOR

30. June 08
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31. To Conclude:
SALES EFFECTIVENESS
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32. Quality
Effort
Quantity
Direction
Results

33. WHAT IS PRICE ?
Competitive Analysis
• Differentiation
Consumer Analysis
• Segmentation
Product / Service
Positioning
Marketing Strategy
• Product
• Communication
• Distribution
Competitive
Offerings
Perceived
Customer Value
Price
Cost
Profit
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Ramesh Venkateswaran

34. Thank You !!
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Ramesh Venkateswaran