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LEAN: Build-Measure-Learn

Build-Measure-Learn Your Sales Process

Summary:

Entrepreneurs apply "Build-Measure-Learn" to Customer Discovery and building their MVP. But... once it's time to find paying customers, you can also use "Build-Measure-Learn" in your sales process. Scott will identify specific places in your sales model to experiment and optimize your sales outcomes. Come ready to think and take notes - this is a rapid fire session where you'll walk out with specific ideas to apply to your company right away.

Takeaways:

Identify 5-6 specific places where entrepreneurs should apply the Lean Methodology of "Build-Measure-Learn" to their sales process. Discuss how to document your existing process and developing clear metrics for assessing your sales framework.Build Value Statements for your market's "Buyer Types" Segment Prospecting activities & tailoring your approach. Analyze the Stages of the Sale and identify stalls with specific sales opportunities

About Scott Sambucci

Scott Sambucci is a Silicon Valley veteran, spending more than 15 years building sales processes, developing new markets, and creating technology products for two startups and two publicly traded companies. Throughout his career, Scott has sold educational products, software solutions, data services, and consulting engagements to:

Top universities, including Duke University, Columbia University, and the University of Pennsylvania;Financial firms, including Wells Fargo, Bank of America, Morgan Stanley, and Freddie Mac;United States government agencies, including the Federal Housing Financing Agency, the Department of Treasury, and the Federal Reserve Bank.

He regularly teaches university courses in Economics, Finance, Entrepreneurship, and Strategic Management and recently received a “Faculty Member of Excellence” award in 2012. Scott has been interviewed on CNBC, NPR, and The Financial Times.

Scott lives in Northern California with his wife and son, and is a three-time Ironman triathlete.

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  • JD

    Great information all around, Scott did a nice job in providing real-world examples based on his professional experience to help drive home the points of his presentation.

    October 18, 2013

  • Patrizia

    Great info!

    October 18, 2013

  • Scott S.

    Thanks to everyone that attended on Wednesday. Always wonderful to see such positive comments. :-)

    If you attended, I'd love to get your feedback. We put together a 3 question survey - it'll take <2 minutes, and it would really help us out:

    http://www.surveymonkey.com/s/KLMN52G

    Mark will be sending a message to everyone with a link to the e-book.

    -Scott

    1 · October 17, 2013

  • MK

    Excellent, Informative, and Interactive Session.

    October 17, 2013

  • Joachim L.

    Great speaker, good examples and an interesting Q&A

    October 16, 2013

  • cyndi b.

    I thought it was great. My start up is a health care industry invention and product and although speaker obviously has a tech background and experience, everything he said was applicable to my growth. I enjoyed it very much. Thank you.

    October 16, 2013

  • April M.

    Gave a good, practical outline. Definitely gonna look into getting his book! If he comes back to Portland I will bring friends!

    October 16, 2013

  • Rian Sergeant H.

    I'm focused on improving desktop infrastructure to gain productivity.

    October 16, 2013

  • Rian Sergeant H.

    I'm focused on improving desktop infrastructure to gain productivity.

    October 14, 2013

  • A former member
    A former member

    Hey everyone! Connect Cut Pictures is a boutique advertising agency I founded in order to help small businesses spread knowledge of their products and services using commercial video. We make videos fun!

    http://www.connectcutpictures.com

    October 2, 2013

  • Andy R.

    I help indie game developers publish and stay independent. http://selfpubd.com

    September 17, 2013

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