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.