Understand the context
Digital Selling DNA Getting Started
Be social to be seenBuild your process
Sales OS - Connected Sales WorkflowsCreate a Process to make it about them
What is the objetive ?
A framework that Structures Sales & Marketing workflows to match the right value ( Messaging & Contents) to the right people for each step of the journey, with relational databases that connects the building blocks (the product description, segmented value props (the why, how and what , ) to the right context ( type of communication and content , channel ,tools)
Overall you will Improve conversion/win rate, effectiveness and the Sales Velocity.
You will be able to;
- Be Relevant and validate Messaging & Contents and so be ready to focus and scale on the ones with most potential
- Be able to fix gaps ,streamline and reduce friction in the Sales process with the right Actions and Contents
- Move from random Sales or Marketing activities ( that get random results) to the compound effect of a programatic system
When you begin building your business with your audience in mind, the guesswork ends.
Why is needed
Business is a multi-facet system with many areas involve for Customers to be able to achieve something of value to them but our traditional approach is fragmented between Product, Marketing, Sales, and Delivery.
When a founder is talking to users to build a feature, the product gets better, the value is clear , the founder can sell it to other customer with that need and the customer adoptions is frictionless.
But of course things gets complicated with more features, more customers and more people to handle it. And we build teams that mirror traditional organisations with Product, Operations, Marketing,Sales . Each one managing their “view of the Elephant “ with their systems.
So Product has a Product description, a User Case , a target Persona . Marketing has hopefully the same Persona but a different description for the Value Proposition and some more detailed segmentation with other materials and copy for campaigns along the Marketing Funnel . That is a most of the time not the same ( although some overlapping) as a Sales Pipeline , with their Sales pitch , product messaging and many other variations for the prospecting targets by function ( not persona ) and so for .. So this is not at all an exaggeration but the tip of the iceberg of the issues
All this variations are combinations of different elements that besides being a lot to be handle by simple docs or even an excel , they are usually responsibility of different people and even departments - product, Marketing , sales, so visions are always biased and worst partial
In these with connections are limited best to the 2 sides correlated of any problem ; like creating a Product Marketing description for a target customer segment .
But each product has different value that can be communicated in different ways that are mean for different people with different interest at different moments
So when the CEO or anyone needs an aggregate view , the only possibility is to simplify , that sounds sensible to talk to investors but , when you make an abstraction of what is already an abstraction ( your model to solve a problem ) and try not only to communicate it to the real person who has the real problem , but to influence to take an action above any other possibilities (not an easy one , to give you their money ) .. well most of the time the one who end up with a problem and without their money is you.
So we need to actually keep your value as close to reality as possible, but how ?
How to do it
WHAT to do now
Build PRODUCTs - VALUE PROPOSITION - PEOPLE
easy no ?
But is not just 1 product that goes to one value proposition .. etc,.
You have products, components, features, Versions , Epics .. you name it
And you have a Value Proposition that is a high multipurpose , that can also get a bit more strategic or much more specific for tactical needs
And so on and so forth with the rest of the business facets
So you will to connect all of them with their attributes at all the levels of details
Connect the facets of your business
That is a Multidimensional - relational database problem
And Sales is not a single step, so add in some process to it
with customer being people , so you need to talk or engage where people are , email , social networks , chats etc..
So , a) you use a number of off-the-shelf tools , enterprise priced ( so quite to very expensive), that are limited and most important will force you to adapt your process to them ..¿?
or b) do it properly, custom to your way of working, with inexpensive and ultra -powerful tools to build proceses in templates that can be cloned and automated , to scale with eventually unlimited possibilities
You choose
Ok , b) then ? good choice 😉
We´ll work with Airtable , Notion and a few other tools that can help to get your Sales Process orchestrated by defining what needs to happen.
The suggested learning path has 5 modules in an order that build ups the flow but if you have a specific need you could jump to anyone in particular
first.
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Next → Make it happen
