Steve Blank. Stephen N. Davis. Partnering With Clients to Drive Sustainable Profitable Growth CXO Advisory Group

Transcription

1 Stephen N. Davis Partnering With Clients to Drive Sustainable Profitable Growth The ability to deliver a persuasive elevator pitch and follow it with a substantive presentation is the difference between a funded entrepreneur and those having coffee complaining Steve Blank 1

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4 Okay, um. What do you mean by the leaning thing? What is Their PAIN? 4

5 What do They FEAR? What Can They GAIN? Appeals to Emotion Clearly Articulates Benefits 5

6 Build the Buyer s Profile What s The Buyer s Journey? 6

7 Customer Demographics? What Can They GAIN? Consumer Status Environmental Family Finance What Do They Care About? Health Value Business Lower Risk Saving Money Productivity Customization Customer Engagement Market Penetration Convenience/Time Saver Competitive Advantage Increased Sales Usability 7

8 Who is Involved in the Purchase Decision? Channel Costs Core Message 8

9 End User Buyer End User Investor Channel Partner Channel Costs Channel Costs 9

10 Channel Costs Channel Costs 10

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12 Use Picture Language Describe Your Vision in Terms of Customer Benefits 12

13 How Do They Want to Engage and Buy? Channel Costs 13

14 Exercise What are the 3 most important things YOU WANT YOUR AUDIENCE TO REMEMBER? Exercise Pick 3 4 Keywords for Your Company 14

15 Exercise Weave those into a one sentence elevator statement that will fit on a single slide in 48 point type Exercise Then turn it into a paragraph that tells a story that can be told in Seconds. 15

16 Driving Profitable Growth CXO Advisory Group Driving Profitable Growth We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities. CXO Advisory Group CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience. CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources. Has proven success in business development and in building US sales and distribution channels 16

17 How Can We Help You? Business Strategy Services Audit business practices and organization Evaluate product and pricing strategies Evaluate effectiveness of sales channel Assess effectiveness of existing sales and marketing programs Market Entry Program Analyze competitive landscape Market launch strategy and plan Channel strategy and programs Establish sales channels Generate sales and manage relationships Identify and develop strategic partnerships Sales Channel Management Review and revise sales channel strategies Channel partner identification, prospecting and recruitment Eliminate channel conflict Channel contract development and negotiation Interim Management Resources Interim CEO, COO, CMO, CSO Interim VP of Sales and Marketing Consultant on staff Launch team coaches Venture Advisory Services Fine tune operations, business strategy and market entry Assist with due diligence Strategic business assessment of portfolio companies 17

18 Contact Information: Stephen Davis Interim COO/VP Sales & Marketing Business Consultant Sales Channel and Business Development Expert Author & Speaker Partnering With Clients to Drive Sustainable Profitable Growth Phone: (508) Website: Linkedin: Twitter: twitter.com/stephendaviscxo 18