A place for startup entrepreneurs to meet in Pune
Time: September 27, 2014 from 9am to 5pm
Location: Shekhar Natu Hall, MCCIA - 5th floor, ICC Towers
Street: Senapati Bapat Road
City/Town: Pune - 411016
Website or Map: https://in.explara.com/e/tiep…
Phone: 020 67905953
Event Type: full, day, workshop
Organized By: TiE Pune
Latest Activity: Sep 25, 2014
This interactive session will facilitate how companies in the Emerging and Expansion stage can build scalable sales organizations that would ensure consistency and predictability in the sales process, also would provide powerful insights on how to grow the organization. This session will also include case study, discussions, role plays to outline the concepts and to make the session more live.
Agenda of the workshop
The entire workshop is divided into four tracks:
The first track is to discuss the prospect’s landscape and discuss the aspects of Sales Planning. Sales teams spend a lot of time, energy and money in identifying the right companies to focus on, target the right buyers within those organizations and articulating the right value proposition to those buyers to effect sales.
The second track will be to understand how buyers in the organizations make buying decisions and the importance to integrate the selling process with the buying process to make sure that the sales cycles are shorter. This will also cover how to hire your first sales person, how to on-board and implement support systems around the sales person and when to scale the sales team.
The third track will be the market reach and the market penetration techniques beginning with multiple ways to reach out to prospects with marketing using a variety of techniques and handing the leads over to the sales team which is a combination of inside sales, outside sales, channel and technology partners and expansion into a global market with a team and metricizing and managing the metrics both from new logos and account management perspectives.
The fourth track will be the transactions in the sales process like how to handle multiple objections at various stages of the sales cycle, some closing techniques.
Balaji, Founder, ScoVelo Consulting
Balaji has been a start-up sales leader right from the beginning of his career of 20 plus years of experience in the IT industry. He has worked in 3 Start-ups and has done the first customer acquisition 8 times in his career. He has also set up sales engines for a variety of services/products, innovated and scaled a tele-sales model to sell software services on the phone, and has built sales organizations from scratch many times over in his career in multiple markets. Balaji has done multiple workshops in Nasscom and Tie evangelizing the concept of Architecting Consistent Sales Engines. Balaji is also involved with several Entrepreneurial forums such as Microsoft Ventures, Founder Institute, Tlabs, Dlabs as a sales mentor.
He has worked in sales leadership positions in multiple organizations of which a few are as below:
Executive Vice President – Sales at Changepond Technologies
Sr Vice President – Sales at Maples ESM Technologies
Vice President – Sales at Photon Infotech