Debbie Baxter helps entrepreneurs develop a winning business development strategy. For leaders of start-up teams who want to demystify the selling process. Learn four things in this session: 1. How to develop your value proposition 2. How to organize your sales process 3. Options for deal structure 4. Tips on closing techniques. Part of the MaRS Best Practices Series http://www.marsdd.com/events/details.html?uuid=3b743f00-3696-4c71-91e3-887306c275e1

2. Effective Sales & Business
Development

3. Agenda
• Sales Skills
• Sales Spectrum
• Take home tools

4. Need a Balance of Skills

5. The Sales Spectrum
Value Plan & Deal
Clarity Brand Leads Pitch Closing
Prop Process Structure

6. Clarity

7. Brand

8. Value Proposition

9. Plan and Process

10. Lead Generation

11. The Pitch
• Be clear on value
proposition
• Be clear on time
• Your deck is not your
script
• Memorable

12. Deal
Structure
• Partners
• Licensors
• Simplicity
• Pilot

13. Closing the Deal
• Lifetime customers
• Integrity
• No surprises

14. Top 7 Sales Books
• Dale Carnegie – How to Win Friends &
Influence People
• Keith Ferrazzi – Never Eat Alone
• Jill Konrath – Selling to Big Companies
• Steve Marx – Close Like The Pros
• Jeffrey Gitomer – The Little Red Book of
Selling
• Sam Richter – Take the Cold Out of Cold
Calling
• Ken Blanchard – Raving Fans

15. Great Blog
• http://riccentre.wordpress.com/2010/01/27/
frigid-cold-calling/
• Google Pasieka and Cold Call

16. Articles on Marsdd.com
Sales Links
Buyer response modes http://www.marsdd.com/entrepreneurs-toolkit/articles/Buyer-response-modes
Booking a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Booking-a-sales-call
The characteristics of a B2B technology http://www.marsdd.com/entrepreneurs-toolkit/articles/Characteristics-of-a-B2B-
sale technology-sale
Conducting a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Conducting-a-sales-call
http://www.marsdd.com/entrepreneurs-toolkit/articles/Identifying-sales-risks-and-
Identifying sales risks and problems problems
http://www.marsdd.com/entrepreneurs-toolkit/articles/Mapping-buyer-response-
Mapping buyer response modes modes
Preparing for a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Preparing-for-a-sales-call
Stakeholder management in technology http://www.marsdd.com/entrepreneurs-toolkit/articles/Stakeholder-management-in-
sales technology-sales
Sales 101: The role of selling in a start- http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-101-The-role-of-selling-
up in-a-start-up
Sales tactics for dealing with sales risks http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-tactics-for-dealing-with-
and problems sales-risks-and-problems.html
http://www.marsdd.com/entrepreneurs-toolkit/articles/Stakeholder-management-
Stakeholder management chart chart.html
Sales call talk track http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-call-talk-track
Closing a sale http://www.marsdd.com/entrepreneurs-toolkit/articles/Closing-a-sale
http://www.marsdd.com/entrepreneurs-toolkit/articles/Communicating-technology-
Communicating technology innovations innovations
Following up a sales call http://www.marsdd.com/entrepreneurs-toolkit/articles/Following-up-a-sales-call
http://www.marsdd.com/entrepreneurs-toolkit/articles/Managing-and-analyzing-sales-
Managing and analyzing sales metrics metrics
Sales metrics http://www.marsdd.com/entrepreneurs-toolkit/articles/Sales-metrics
Stages of the sales funnel http://www.marsdd.com/entrepreneurs-toolkit/articles/Stages-of-the-sales-funnel
Thought leadership http://www.marsdd.com/entrepreneurs-toolkit/articles/Thought-leadership

17. Questions?