Strategic Sales Workshop -Build and Accelerate Sales

I. Introduction

• Q & A with participants

–understanding backgrounds to tailor workshop

• Common Sales Assumptions

II. Symptoms of Sales Problems

• Long sales cycles
• Low conversion rates through pipeline
• Low renewal rates

III. Possible Issues

• Wrong customers
• Wrong product
• Wrong messaging
• Not solving the right problem

IV. Model of Sales Process & Economics

• Model
• Well-functioning system
• Identifying leakage
• Value of well-functioning system

V. Fast & Easy Sales

• Product-Market Fit
• Unique Value Proposition
• Aspiring vs. Vitamin

VI. Sales Frameworks

• Traditional Push Path
• Journalist Model
• Scientist Model

VII. Key Take-Ways

Ron Erd is a 5x CEO, running businesses with over $1 billion in revenue. A 3x Fortune 500 corporate executive and 2x founder. Ron has been closing deals and creating partnerships with large corporate customers for 30 years. He is the CEO of Unlocking Growth, a growth strategy advisor. Ron works with founders and executives to grow revenue. Ron builds strategies that transform revenue trajectory.

Ron builds strategies to create customer pull and revenue. He gives workshops on revenue, growth, attracting capital and corporate partnerships at Plug & Play, Berkeley Skydeck. Ron is an advisor at Berkeley Skydeck, Plug & Play, Breakthrough Energy Fellowship and others. He is a member of the Activate Leadership Council and moderates Venture Capital panels in Silicon Valley.

Former clients / partners / employers include:

BNP Paribas, Mitsubishi Bank, Deutsche Bank, Morgan Stanley, Goldman Sachs, Cargill, CenterPoint Energy, Nstar, First Energy, US Air Force, Bloom Energy, JP Morgan Chase, American Electric Power, NRG and Southern Company.

Host or Publisher SMART-reg