Already during the onboarding week, our six Accelerator teams got some valuable input from Masterclass Program Director Managing Director of Digital Business Group Jens Hutzschenreuter in an exclusive sales workshop. In individual sessions, the teams had the chance to elaborate possible solutions for their personal sales challenges.
We wanted to know what the teams behind Edyoucated, Microsynetics, Codeshield, JonnyGit, Easimo and Recommendy were able to learn. We’ve compiled the key takeaways for you:
Key Takeaways From the Sales Workshop
“The right questions helped speed up our sales process. The SPIN sales technique is a helpful framework which factors in the aspects Situation, Problem, Implication and Need-Payoff.”
Vanessa Böckstiegel, Co-Founder & CEO
What is SPIN Selling?
SPIN provides sales experts with a framework that optimizes sales interviews and lets the experts match the potential customer’s needs and wishes with the product they are selling. SPIN covers questions that can be sorted into four categories: S (situation), P (problems), I (implications), N (need/payoff).
“Ideal customer profiles are crucial for successful lead generation! The definitions and customer descriptions help us to reach those who would gain the most value from our solution.
Andreas Dann, Co-Founder
What is the Ideal Customer Profile?
The Ideal Customer Profile helps to define the ideal customer for your product and subsequently create different buyer personas.
“Using new media formats like podcasts can have a huge influence on inbound sales.”
Marius Vennemann, Co-Founder & MD
What are Inbound Sales?
Inbound sales describes a sales method that accounts for the influence of the internet on buyer behavior. The method essentially uses content that is important for customers to draw them to your product and encourage them to buy. Inbound sales teams consequently focus their complete sales strategy on the customer itself by personalizing the whole buying experience.
“Visualizing a buying center is incredibly helpful, especially for larger deals. It helps visualize who is involved in the buying process and makes it much simpler to create a strategic approach.”
Melvin Schwarz, Co-Founder & CEO
What Is a Buying Center?
A buying center describes persons who are involved in any decision to buy a product or a service.
“If we continuously fill our sales funnel, we can improve our product from demo to closing with every iteration”
Mihai Melonari, Co-Founder & MD
What Is a Sales Funnel?
The term sales funnel is a tool for selecting potential customers up until the successful closing of a deal. The funnel filters from stage to stage who can become a customer for your prodcut.
“We cooperate with different B2C and B2B channel partners. Which is why it’s incredibly important to exactly understand which methods and channels are used to sell our products.”
Marlon Besuch, Co-Founder & CEO
What is a Channel Partner?
Channel partners are companies which partner with manufacturers to market and sell their products or services.
Jens’ Exclusive Sales Advice
Jens has years of experience in sales and loves to share his knowledge with young talents. His exclusive sales advice for startups?
“Wait until the customer is convinced by the value of your product, then show them the pricing. Only then they can relate the price with the product.”
Impressions from the online sales workshop
Our Accelerator Teams
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