using lean to increase startup sales sucess

With James Shoemark

Agenda

12:00 Event opens

12:10 A word from our sponsor MMS & Introductions

12:20 Good News

12:30 Get More Sales 101

1:00 Q & A and Group Discussion

1:30 What are you going to take forward?

1:45 Heads-Up on upcoming startup events, parties etc

2:00 Networking

2:30 Close

How to increase your sales via LEAN

Before We Start

1. Please Switch Phones to silent

2. No Fire Alarms scheduled

3. Toilets by stairs

Stronger Together

60 Second Introductions

1. Who we are

2. What we do

3. What do we hope to get from today

I am James Shoemark, Founder of Heroic Entrepreneurs

and I’ve been...

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Empowering people since 1985

Started first of six startups in 1991

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High Flyers

Exclusive group for

CEO/Founders

Heroic

Entrepreneurs

Open

Meetup

InverLifeHE

Co-Founders

Validation

Self

Selection

What I do

Today, I hope to:

• Lead the way in Getting More Sales!

• Find CEO/Founders for exclusive High Flyers group

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Your 60 Seconds

1. Who you are

2. What you do

3. What do you hope to get from today

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Get More Sales 101

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Are you any good at Sales?

95% of startups fail BECAUSE of lack of

sales!

Get More Sales 101

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But WHAT can YOU do to get more SALES?

Get More Sales via the LEAN process

Stronger TogetherInspired by Eric Reis author of The Lean Startup

So...

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1 – What are you building?

2 – What are you measuring?

3 – How are you learning?

4 - What will you build next?

Reality Check

2% of sales are made on the first contact

3% of sales are made on the second contact

5% of sales are made on the third contact

10% of sales are made on the fourth contact

80% of sales are made on the fifth to twelfth contact

Source: National Sales Executive Association

Successful sales requires your best effort!

What are you building?

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• Income Targets

• Sales Team

• Inbound Marketing

• Your Irresistible Offer

• A/B Split testing

• Onboarding Process

• Customer Relationships

• Trust

What are you measuring?

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• Vanity Metrics

• Pirate Metrics (AARRR)

• Pearson's Law

• KPI’s

• The behaviour you want to encourage

• ?

• ?

How are you learning?

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1. Lean Canvas

2. CRM

3. UX Testing

4. Team debriefs

5. ?

6. ?

What Are You Going To take Forward?

• What are your main takeaways today?

• How are you going to take them forward?

• How valuable did you find today?

• Why was that?

Stronger Together

Heads Up11 Dec – E Club Meetup 6:30pm Ed Uni Bus School

16 Dec – Capital Communicators 7:00pm 28 Great King St

17 Dec – Exclusive High Flyers group 9:00am Holiday Inn

17 Dec – HEOM Christmas Drinks 6:30pm Carlton Hotel

17 Dec – Scottish Tech Startup Christmas Party 7:30pm

13 Jan – HEOM Marketing 101? 12 noon MMS

22 Jan – HEOM Evening Meetup 7:30pm Carlton Hotel

26 Jan – Startup Grind 6:00pm Codebase

27 Jan – Product Tank 6:30pm Skyscanner

27 Jan - Capital Communicators 7:00pm 28 Great King St

28 Jan - Exclusive High Flyers group 9:00am Holiday Inn

Thank You

Please spread the word

Bring a friend on to our next meeting on 13 Jan 15

Keep the conversation going on Meetup.com

Join me in thanking Maclay Murray and Spens for

their sponsorship and Laura O’Neil for welcoming

us

Best wishes

James Shoemark

Stronger Together