Module 2: Executing a Sales Strategy

Module 2 - Learning Objectives

After completing this module, a mentor will be able to:

  • Complete a draft business model canvas worksheet with a mentee, with a focus on the key concepts of minimum viable product and product-market fit.
  • Use the business model canvas to improve the mentee’s business model.
  • Differentiate a minimal viable product vs. a fully-complete product.
  • Explain the key concepts of sales strategy and sales pipelines.
  • Work with their mentee to identify their unique selling proposition.
  • Coach their mentee through the process of creating a sales funnel and sales pipeline.
  • Suggest ideas to the mentee on how they can scale their business with third-party partnerships.
Lessons
In this lesson, you will learn...
Presenter
Video Run Time
Product Market Fit
  • Why product market fit is so important
  • Key questions to determine product market fit
  • The lean product process
Bob Dakin
SVP Global, Calvin Klein, Retired
VMT Circle Transparent
VMT Certified Mentor
5:58
Minimum Viable Product
  • What is a Minimum Viable Product
  • Why Perfection is the Enemy of the Good
  • How Developing a Minimum Viable Product supports a startup’s success
Andrew Parry
VP Technology, Office Depot
VMT Circle Transparent
VMT Certified Mentor
6:26
Building a Unique Selling Proposition
  • What is a Unique Selling Proposition, also known as a USP?
  • How does a company determine its USP?
  • What are the most important elements of a company’s USP?
Steve Fales
President, AdServices, a full-service ad agency, Retired
VMT Circle Transparent
VMT Certified Mentor
5:57
How sales really work
  • When the sales process starts
  • Why every sale is a “solution” sale
  • Who should be selling
  • What is most important to the customer/sales relationship
Alice Morrison
VP Sales, IBM, Retired
VMT Circle Transparent
VMT Certified Mentor
8:39
Building a pipeline from day one
  • What is a sales pipeline
  • Understanding customer personas
  • Telling a relevant story
Abdul Muhammad
Founder & Chief Growth Officer, MDM Ventures
VMT Circle Transparent
VMT Certified Mentor
4:53
Managing a Sales Funnel
  • What is a sales funnel and how to manage it
  • How to qualify and close the sale
  • Nurturing the customer relationship
Alice Morrison
VP Sales, IBM, Retired
VMT Circle Transparent
VMT Certified Mentor
9:22
Scaling Sales Through Partnerships
  • Why Partnerships are so important
  • The type of partnerships required to complete a product
  • Key attention areas when building a partnership
  • Go-to-Market (GTM) partnerships
  • Key steps to building a GTM partnership
  • The incentives required for a successful GTM partnership
Luis Murguia
SVP, SAP, Retired
VMT Circle Transparent
VMT Certified Mentor
9:04