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3 skills all biz people must master

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Naeem Zafar
Naeem Zafar
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Three Skills All Business Persons Must Master Naeem Zafar Charter Member TIE SV University of California Berkeley-Haas www.NaeemZafar.com [email_address]
Personal Background ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],All rights reserved © Naeem Zafar Startup Workshop
Progression of a Career Naeem Zafar (c) all rights reserved 1980 2000 1995 1990 1985 Veridicom SDS IPO Executive training 1 st Startup XCAT Silicon Valley Quickturn Switch to Marketing EE Honeywell research VHSIC Chip designer 2010 2005 2015 1 st CEO Pyxis Berkeley Author Consultant speaker
Progression of a Career Naeem Zafar (c) all rights reserved 1980 2000 1995 1990 1985 Deep domain knowledge Shape work ethics 2010 2005 2015 Cross border, cross departmental, “sales”, negotiation, presentation skills Proliferation thru a platform, broader impact
Three Basic Skills ,[object Object],[object Object],[object Object],[email_address]
Networking ,[object Object],[object Object],[object Object],[object Object],[email_address]
Networking in Real World ,[object Object],[object Object],[email_address]
Get to Know Others ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
What Not to Do ,[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
When Are You Done Networking? ,[object Object],[object Object],[email_address]
What to Do After? ,[object Object],[object Object],[object Object],[object Object],[email_address]
Building Networked Relationship ,[object Object],[object Object],[email_address]
Communications Skills ,[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
Forms of Communication ,[object Object],[object Object],[object Object],[object Object],[email_address]
You Are The Message! ,[object Object],[object Object],[object Object],[object Object],[email_address]
Say it with Conviction [email_address]
Pitching ,[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
Pitching ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
Exercise ,[object Object],[object Object],[object Object],[object Object],[email_address]
Art of Pitching ,[object Object],[object Object],[object Object],[object Object],[email_address]
So What? ,[object Object],[object Object],[email_address] ,[object Object],Typical pitch So What! Make it personal
So What? ,[object Object],[object Object],[email_address] ,[object Object],Typical pitch So What! Make it personal
Simplify Slides ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
One Main Point Per Slide ,[object Object],[object Object],[object Object],[email_address]
Most Important Slide ,[object Object],[object Object],[email_address]
Emotionally Engage! ,[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
Emails ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[email_address]
Art of Sales ,[object Object],[object Object],[object Object],[email_address]
You Are Always Selling! ,[object Object],[object Object],[object Object],[object Object],[email_address]
Sales in not Evil ,[object Object],[object Object],[object Object],[object Object],[email_address]
Selling is Fun ,[object Object],[object Object],[email_address]
The Process ,[object Object],[object Object],[object Object],[object Object],[object Object],Naeem Zafar (all rights reserved 2005)
What is Selling ,[object Object],[object Object],[email_address]
The Ask! ,[object Object],[object Object],[email_address]
Selling is Number’s Game ,[object Object],[object Object],[object Object],[object Object],[email_address]
Common Vocabulary for Sales Stages ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],All rights reserved © Naeem Zafar
Sales Funnel All rights reserved © Naeem Zafar prospect qualified closing Purchase order 100% feasibility leads 10% 30% 50% 70% 90%
How Many Lead if Expecting 5 Orders? All rights reserved © Naeem Zafar Purchase order 100% prospect qualified closing feasibility leads 10% 30% 50% 70% 90% 2:1 2:1 4:1 7:1 560!
Reporting on Sales Funnel Prospect Contact Target amount Prob. of closing Channel Long term potential
Listen! ,[object Object],[object Object],[object Object],[object Object],All rights reserved © Naeem Zafar
Common Mistakes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Naeem Zafar (all rights reserved 2005)
Resources: Use coupon ,[object Object],[object Object],Startup Workshop All rights reserved © Naeem Zafar
Summary ,[object Object],[object Object],[object Object],[email_address]

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3 skills all biz people must master

  • 1. Three Skills All Business Persons Must Master Naeem Zafar Charter Member TIE SV University of California Berkeley-Haas www.NaeemZafar.com [email_address]
  • 2.
  • 3. Progression of a Career Naeem Zafar (c) all rights reserved 1980 2000 1995 1990 1985 Veridicom SDS IPO Executive training 1 st Startup XCAT Silicon Valley Quickturn Switch to Marketing EE Honeywell research VHSIC Chip designer 2010 2005 2015 1 st CEO Pyxis Berkeley Author Consultant speaker
  • 4. Progression of a Career Naeem Zafar (c) all rights reserved 1980 2000 1995 1990 1985 Deep domain knowledge Shape work ethics 2010 2005 2015 Cross border, cross departmental, “sales”, negotiation, presentation skills Proliferation thru a platform, broader impact
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
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  • 37. Sales Funnel All rights reserved © Naeem Zafar prospect qualified closing Purchase order 100% feasibility leads 10% 30% 50% 70% 90%
  • 38. How Many Lead if Expecting 5 Orders? All rights reserved © Naeem Zafar Purchase order 100% prospect qualified closing feasibility leads 10% 30% 50% 70% 90% 2:1 2:1 4:1 7:1 560!
  • 39. Reporting on Sales Funnel Prospect Contact Target amount Prob. of closing Channel Long term potential
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