Introducing: The Venture Lane Sales LabJune 19th, 2020
Managing a successful sales process has proved challenging during COVID-19 times. Introducing, the Venture Lane Sales Lab. We invited three B2B tech-startups in the Venture Lane community to participate in our first lead gen lab. Participants shared their sales pitch with an expert mentor committee. We were joined by: Brian Denenberg of Agile Sales Method, Jude McColgan of Sisu Ventures, Douglas Kim formerly of Cogito Corp, and John Davagian formerly of Salsify.
What to Include in Your Pitch
- Set the stage. Ask yourself, what's the problem you're specifically solving for?
- Is your brand promise clear and concise? If not, it's time to make edits.
- Sharing a story about a current client's experience adds a personal touch. Include: who the client is, how long have they been with you, how much money you've saved them over what period of time, and what did their implementation timeline look like.
- End your presentation by sharing what the customer journey will look like. Paint a picture of the customer onboarding experience with implementation steps and an example of the timeline.
The Pitch Deck Ins & Outs
- Be cognizant when building pitch decks. It's important to pay attention to font sizes, avoiding sharing too much information, and making sure you aren't overcrowding slides.
- Avoid text-heavy decks as this can be hard to consume. Consider adding in charts, graphics, images, and icons.
- It's important to pay attention to grammar and avoid typos in your deck. Triple check for any errors to avoid friction and allow your audience to fully focus. Typos and incorrect grammar can set folks off and makes a bad impression.
- For startups in a crowded space, you must include what make you different and unique. Consider adding a slide that compares your top 5-6 features with what your competitors are offering.
Nailing the Presentation
- Avoid unnecessary modesty. It's okay to include bold statements, confidence, and swagger as long as it's produced in a way that feels authentic to you. That's right -- if you're product is outstanding, make sure that's well known.
- Consider your audience. For instance, if you're talking to freemium customers, avoid a sales-forward presentation. Tailoring your presentation to your audience is key.
Big thank you to the mentor committee for dedicating an entire Friday afternoon to help folks in the early-stage tech community in Boston!