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Agenda:

1. Jan Ropponen https://www.linkedin.com/in/janropponen/
https://twitter.com/JanRopponen

Key differences in won and lost opportunities - Succeeding in opportunity management

2. Elba Horta

https://www.linkedin.com/in/elbahorta/

Business Model Canvas for Sales People: How to get customers and partners by articulating the strategy and sustainability of your business model Selling to C-level executives or top managers is different form selling to technical influencers. They are not looking for technical features but for whether your company can live long term, can disrupt the market, can save them money, make them money, etc. All salespeople, including sales engineers must be able to explain their company's business models and what is so great about them to help the sales effort.