Startup Sales Talk: #1 The 4 Ps to Repeatable Sales Framework

This is a past event

45 people went

Details

Are you a startup founder, CEO or sales VP of an enterprise startup? Tired of grinding out every sale, and want more scalability in your sales process – from prospecting to pipeline development to customer management?

Looking to raise a round of funding in the next 12 months and need to show repeatability in your sales model?

Then these two events are for you!

NedSpace is excited to welcome Scott Sambucci – a three-time startup veteran and enterprise sales expert. As a co-founder and VP of Sales, Scott has piloted each to their first millions in revenue, and these startups have raised more than $70 million in venture funding, including investments from Peter Thiel, Andreessen-Horowitz and Lightspeed Venture Partners.

Now as the Chief Sales Geek with his company – SalesQualia – Scott works exclusively with b2b startups and growing companies to Start Up, Ramp Up & Scale Up their sales process.

Scott is living in Portland this summer and working at NedSpace (more on that below…) and while he’s here, he’s brought along a two-part talk as part of his Start Up, Ramp Up & Scale Up Series to share with the startup community here in Bridgetown.

The talks are modular – totally fine if you can make one but not the other. Of course, it’s best to attend both if you can!

But be warned… his “talks" are more like workshops so if you do plan to attend, be ready to do a little work on your startup’s sales process… :-)

Talk #1: The 4 Ps to Repeatable Sales Framework (noon on July 11th)

Is your startup on the RAMP TO REPEATABILITY? As startups, we find our first few customers through grit and hustle. That’s always the best place to start. But to truly scale your startup, you need to build your company’s REPEATABLE SALES PROCESS.

Without this process in place, instead of reaching your company’s potential, you’ll soon reach its limits – where there aren’t any more hours in the day or nights left in the week to work any harder. It’s a place called “sales purgatory.”

But here’s the good news… Just like engineering and product development, SALES is a PROCESS, Once you identify and build your company’s sales process, you’ll grow your sales, team and company faster, gain more access to investment capital and build the company you imagine.

In this talk, Scott will teach you the four (4) cornerstone elements you need to build a your company’s repeatable sales framework, and show you how to implement these elements right away.

Talk #2: The Q Framework: 7 Questions You MUST Answer for EVERY Sales Opportunity (noon on July 18th)

Do your sales conversations and sales opportunities start fast then slow down, or even stall out completely?

As a startup with a new product solving a big problem in a novel way, there's no shortage of “interesting conversations…” But often, we find that deals drag on too long and prospects never seem ready to commit. What you really want (and need!) is to turn those sales SALES CONVERSATIONS into SALES CONVERSIONS.

In this talk, Scott will teach you THE Q FRAMEWORK – 7 QUESTIONS to QUALIFY & QUANTIFY every sales opportunity so that you can identify strengths, risks and gaps with each sale, and close more deals faster.

Need even more motivation to join us?

Attendees will receive copies of Scott’s books:

“Startup Selling: How To Sell If You Really, Really Have To & Don’t Know How”

“52 Sales Questions Answered: A Q&A Guide to Sales & Customer Development”

About Scott Sambucci

Scott has spent the last 20 years building and selling technology products and services, leading three Silicon Valley startups each to their first millions in revenue.

Now with SalesQualia, Scott works with enterprise startups across the world, helping them grow their sales faster. His clients include enterprise SaaS, design companies and social ventures across multiple industries, including AI, HealthTech, EdTech, FinTech, Construction, Information Security, Corporate Social Responsibility and more...

Outside of work, Scott is an accomplished endurance athlete as an ultra-runner, marathon swimmer and three-time Ironman. He lives in Davis, CA with his wife and son.

So why is Scott in Portland?

"I’m in Portland because I LOVE this city! My family and I are here for an extended stay this summer to visit my sister (a Lewis & Clark grad), to enjoy the awesome life here, and of course to work at NedSpace!

"We head to PDX both in the summer AND for Thanksgiving every year, so you know it’s not just the summertime weather we love about the city…"

Shares & Tweets About Scott’s Talks:

"Thanks so much for the great workshop - time well spent! I really like your style and the way you structure the work…"

- Ganna Boiko, Co-founder & CEO @ RoundTeam

The most useful part of the workshop was the systematic approach to selling, from A to Z. I've listened to and read a lot of sales gurus, Jason Lemkin, Dale Carnegie, Brian Tracy etc but didn't feel they tied everything in to one framework. Guess that's why you call it "The Framework" :)

- Kari Thor Runarsson, CEO & Co-founder of Authenteq

"I got more actionable help from your talk than from anyone else's last week… especially the 4 Ps model… It never occurred to me that 3 out of 4 qualifiers = not qualified."

- Isaac Szymanczyk, Business Storyteller & CEO @ Conveyor