10 Scaling

Question 1

Why sales important

Answer 1

1. Difficult for SME to turn innovation into sales
2. High new business mortality: 50% survive 5th year

Question 2

Blitzscaling

Answer 2

Scaling v fast

Question 3

How to cross the chasm

Answer 3

Must scale

Question 4

Sales funnel: which actions to take on each step

Answer 4

1. Awareness - identify leads
2. Interest/education: get permission/inform
3. Decision/evaluation: nurture & inspire
4. Action/purchase: sale
5. Loyalty: care & upsell

Question 5

4 sales techniques

Answer 5

1. Networking
2. Digital marketing
3. 1-to-1 sales
4. Partnerships

Question 6

Cross-sell vs up-sell

Answer 6

Cross-sell: related products
Up-sell: higher quality version

Question 7

Lead

Answer 7

Potential customer that fits ideal customer

Question 8

Prospect

Answer 8

Lead turns into prospect: been qualified: know needs and potential for business

Question 9

Touch point

Answer 9

Everytime prospect/customer engages w/ business

Question 10

3 steps of creating relationships in sales

Answer 10

1. get clients (generate leads & convert into clients)
2. keep clients (service & communication)
3. grow clients (cross-sell/up-sell)

Question 11

Go-to-market strategy

Answer 11

How to bring new product to market (distribution, sales, marketing)