Location: WeWork Waterhouse Square, House no. 3, Room 4A, 138 Holborn, London EC1N 2SW
One of the biggest challenges any B2B startup faces is creating and scaling a successful sales team that delivers consistent and predictable revenue. The key to delivering this is to develop a consistent sales process that ensures your entire sales team - whether your team has 1 or 20 members - has a common understanding of the best practices at every stage of the sales cycle and follows a structured process for taking your prospects through each step of your sales pipeline. This workshop will help you map out the framework for your own B2B Sales Playbook to define your own initial best practices and show you how to iterate this Playbook for even greater success as you learn more about your market, customers and your own unique sales approach. You'll also be shown examples of how to structure your sales team as well as how to coach existing team members and hire and train new sales people to ensure that everyone is following your Playbook and providing feedback on how to improve it even further.
Ben Wright - B2B Sales and Marketing Specialist
20+ years operational experience leading B2B sales and marketing teams working for high growth startups as well as large multi-nationals in the UK, Europe and Silicon Valley. Now working with a number of VCs (including Crane Venture Partners, Seedcamp, EC1 Capital, Firestartr, Local Globe, Kindred and several more) to help their portfolio companies build and scale their sales operations more quickly and more effectively. Improving every stage of the sales cycle from Category Design to go-to-market and market segmentation strategies, outbound and inbound marketing campaigns, all the way through lead generation, lead qualification and lead engagement to sales presentations, demos and positioning, effective pipeline management, deal closing and sales team coaching. Recent clients include Debut, Avora, Bridge-U, SonicJobs, Investly, Hypaship, Reinfer, WeGotPop and several more.