PANTHEON.IO

Sales Strategies

1

Pantheon.io

Agency and Community Success Manager

at Pantheon.

mcdwayne on Twitter.

dwayne@pantheon.io

Some things I enjoy, aside from tech, are

● Improv comedy and theater

● Comic books

● Karaoke!!!

Hi, I’m Dwayne

Pantheon.io

Partner Manager at Pantheon.

segaradam@ Twitter.

adam.segar@pantheon.io

Some things I enjoy, aside from tech, are

● Snowboarding

● Cross Country Skiing

● Biking

Hi, I’m Adam

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Pantheon Background



Pantheon is a platform for developers and agencies to quickly build, launch and run

sites in a sane and scalable way

Pantheon has over 400 signed agency partners + over 3000 agencies worldwide

using the tools

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What we’ve learned about agencies



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Sales Strategies Agenda



❏ Sales Basics: What is a sale?

❏ Sales funnel

❏ Outreach and Networking

❏ Qualification

❏ Discovery

❏ Procurement

❏ When to say no

❏ Time for questions

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Agenda



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Agenda



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Sales Background



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Sales Background



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Sales Background



Secret of all sales

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Sales Basics: What is a Sale?



People spend $ on things they value

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Sales Basics: What is a Sale?



People spend $ on things they value

● People value different things● Your agency provides unique values

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Sales Basics: What is a Sale?



People spend $ on things they value

● People value different things● Your agency provides unique values

Focus on Value instead of price

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Sales Basics: Sales funnel



● Leads

● Qualified Leads

● Proposals

● Revenue (Pricing Strategies)

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Sales Basics: Sales funnel



● Leads

● Qualified Leads

● Proposals

● Outreach and Networking

● Qualification

● Discovery

● Procurement

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Sales Basics: Outreach and Networking



● Online and social media

● Trade shows

● Local associations and groups

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Sales Basics: Sales funnel



● Leads

● Qualified Leads

● Proposals

● Outreach and Networking

● Qualification

● Discovery

● Procurement

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Sales Basics: Qualification



B udgetA uthorityN eed/wantT imeline

● Have 3 to 5 well thought out questions

● Know which variables are must haves

● Create a repeatable process

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Sales Basics: Qualification



The worst thing isn’t failing, it’s taking a long time to fail.

Get me to no fast or yes in your own time....

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Sales Basics: Sales funnel



● Leads

● Qualified Leads

● Proposals

● Outreach and Networking

● Qualification

● Discovery

● Procurement

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Sales Basics: Value Based Discovery



1. Understand their current pain points

2. Have them describe the ideal state

3. While you are doing this, pull out requirements for their solution.

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Sales Basics: Value Based Discovery



Some basic rules:● Ask open ended questions

● Focus on the ‘Why’

● Resist talking about your value until you have enough information to match your value to what they want to accomplish

● Listen 75% of the time. Talk 25%

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Sales Basics: Sales funnel



● Leads

● Qualified Leads

● Proposals

● Outreach and Networking

● Qualification

● Discovery

● Procurement

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Sales Basics: Procurement



Use standard templates that you FULLY understand

An upfront legal advisor will save you a lot of headache later

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Sales Basics: Procurement



DO NOT SEND BLIND PROPOSALS!!!

If you can not do face to face at minimum callFace to face will always be better

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Most repeat customers are pre-qualified



● Leads

● Qualified Leads

● Proposals

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Most repeat customers are pre-qualified



● Leads

● Qualified Leads

● Proposals PROCESS!!!

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Rejecting anyone out of the process



Repeat customers need to go through the same process as a new customers

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Takeaways



✓ Sales funnel: Have a process✓ Only spend real time on qualified Opps✓ Focus on value✓ Be a businessman and a business, man!

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Further Reading/Listening



*MJHoffman - https://twitter.com/mjhoffman

*You Can't Teach a Kid to Ride a Bike at a SeminarBook by David H Sandler and John Hayes

*The Challenger Sale: Taking Control of the Customer Conversation - Book by Brent Adamson and Matthew Dixon

*Predictable Revenue - Predictablerevenue.com

Pantheon.io

Agency and Community Success Manager

at Pantheon.

mcdwayne on Twitter.

dwayne@pantheon.io

Some things I enjoy, aside from tech, are

● Improv comedy and theater

● Comic books

● Karaoke!!!

Goodbye, I was Dwayne

Pantheon.io

Partner Manager at Pantheon.

segaradam @ Twitter.

adam.segar@pantheon.io

Some things I enjoy, aside from tech, are

● Snowboarding

● Cross Country Skiing

● Biking

Goodbye, I was Adam

Thanks