UPCOMING EVENTS
Startup Sales: Get through to Senior Management. Avoid gatekeeper rejection!
Friday 7 July 2017, 12pm – 12:45pm @River City Labs – level 3, 315 Brunswick Street, Fortitude Valley
Registration & Additional Information
This event will provide the tactics needed for a Startup founder to book meetings with Senior Management of large Enterprises and Government agencies.
Your relationships and networks can only take you so far… to maybe 30% of your potential market?
The presenter will share how to get past the gatekeepers, with a compelling message to set the foundation of a positive B2B relationship.
Marketing email apps don’t work on 99% of these senior managers, because everyone does this, and they have a trusty response – DELETE!
A hand-crafted message should give you a 40% success in meeting with your senior manager or someone they have delegated to meet with you.
The presenter is Paul Davies, sales mentor at RCL. He has 18 years of B2B sales experience. Paul has worked in organisations with zero marketing/branding and has signed up big-branded customers.
Paul will cover the following in this event:
- Build your Value Proposition (examples provided)
- Draft your Introduction Letter or Email (examples provided)
- Script on how to send letter to Senior Management via Gatekeeper
- Script on the phone call to schedule meeting
At this event there is no mucking around. We will get to the chase on what works, and with a little effort you can apply to your startup!
Slides of the presentation will be available 24 hour ahead of the event: bigjump.com.au/resources
Accelerator Program – Third Co-hort
Opening and Building Relationships with New Prospects
Running Wednesday, 21 June to 24 July 2017 @ Gravity Co-working
Due to the success of the previous two accelerators, BIGJUMP and The Push have decided to run anotherAccelerator Program, spanning 5 weeks and the focus is on helping you open and build relationships with new prospects to make closing the sale easier.
If you find yourself saying:
- I need more clients but I don’t know how to break into new organisations.
- Sales is just so confusing to me.
- I’m not a sales person.
- My outreach keeps falling on deaf ears and I am getting nowhere with new prospects.
- Do I call the prospect? Do I email? Do I call again? I don’t know what to do next. I feel stuck.
Then this accelerator program is for you.
I got a lot of value out of the program. Paul and Joeri really broke it down in a way that’s simple to understand regardless of the background you come from. There’s no ‘one size fits all’ approach to B2B sales and they do a really good job of giving you both the big picture and a lot of little tips along the way. I came out of it knowing how to prospect better, how to send a cold email that gets someone’s attention and how to follow up with the daunting cold call.
Mitch Sabine, Founder Wrap2Earn
It does not matter how many blogs or “best 5 tips…” you read, there is no substitute for small group training and mentoring. The biggest benefitfrom working with the boys was the confidence to go out and make those calls. I now know that nobody is perfect the first time and that this is just another business skill that needs to be developed. This course removed the guesswork and reduced my stress. I think every entrepreneur would gain a lot from the BIGJUMP Sales Accelerator!
Liz Kirk, Founder Practical Ergonomics
RECENT EVENTS
Sales Tactics for attracting new B2B Customers (breakfast event)
Wednesday 14 June 2017 6:45am -8:30am @Samford Chamber of Commerce
Flying Nun Café, 16 Station St, Samford Village
Many SMBs face the challenge of limited resources when competing with larger businesses
This presentation will outline you can attract new corporate customers:
- How B2B Sales has changed in the past 10 years
- How to open a new relationship with business and government:
- Developing leads
- Value proposition
- Your communication
- Cold calling
- First Meeting – how to build the relationship and navigate opportunities Save
The presenter for this Meetup will be Paul Davies, who has 18 years of enterprise sales experience across Enterprise and Government clients in Australia, NZ, Asia and the Middle East. Paul also has 4 years experience in mentoring startups.
Paul has sold approximately $30M in products and services.
B2B Sales tips and tricks for Startups (lunchtime session)
Thursday 8 June 2017 12 – 12:45pm @River City Labs – level 3, 315 Brunswick Street, Fortitude Valley
This meetup is for startup founders seeking to better navigate B2B sales.
We will cover:
- Common mistakes startups make in sales
- Effective ways to think (and explain) when selling
- B2B Sales Process
- Building prospects
- Your message
- Cold Calling
- First Meeting
The presenter for this Meetup will be Paul Davies, who has 18 years of enterprise sales experience across Enterprise and Government clients in Australia, NZ, Asia and the Middle East.
Paul also has 4 years experience in mentoring startups. Paul has sold approximately $30m in products and services.
Selling to Companies Who Don’t Know You: How to get that first meeting
Tuesday, June 6, 2017 @ Knight Frank
– Level 3, 12 Creek Street, Brisbane
At this event, sales expert Paul Davies will present you with a clear approach to getting that first meeting with an organisation or company you don’t already know while maintaining your integrity.
Paul will help you avoid coming across too ‘salesy’ to your potential prospects.
This event is for you if:
- A critical factor for success in your business is to sell to organisations or companies that you don’t already have a relationship with.
- You want to get ‘your foot in the door’ on a more consistent basis.
- You want a clear, repeatable process to transition from identifying potential clients/customers to getting a meeting.
By the end of this session you will:
- Understand the process for getting your first meeting
- Have the know-how to develop intangibles that will bring you repeated success in approaching new companies or organisations
- Have a deeper understanding of a prospects buying process so you can identify where you sit in that process and what to do next
Startup Sales Strategies for technical founders and other non-sales people
Wednesday 24 May 2017 1-2pm @QUT Foundry
level 2, D-Block, 2 George Street Additional Information
If you are a technical founder or have no experience in sales, then this presentation is for you!
This event will cover
- Overview of the modern sales process
- Common sales pitfalls of technical founders
- Why everyone is now getting into sales
- Adapting your sales to your personality
- Building sales opportunities with new organisations
- When to hire your first sales person
The presenter for this Meetup will be Paul Davies, who has 18 years of enterprise sales experience across Enterprise and Government clients in Australia, NZ, USA, SE-Asia and the Middle East. Paul also has 4 years experience in mentoring startups.
Over the course of his career, Paul has sold approximately $30m in products and services.
Playing Lean FACILITATOR Training in Brisbane!
Friday 19 May 2017 Additional Information
After BIGJUMP were the first to introduction Playing Lean to Australia last August (Playing Lean Australia 2017).
We are now providing you with the opportunity to become an Official Playing Lean Facilitator and become part of a select global group.
This ‘Train the Trainer’ full day session will provide you the knowledge, skills and tools to be become a successful certified trainer.
Learn Lean Startup the Fun Way!
Playing Lean Gaming Workshop (Free Sessions) @ QUT foundry
Wednesday 17 May 2017 @5pm – 9pm – Additional Information
Thursday 18 May 2017 @9am – 1pm – Additional Information
Want to learn The Lean Startup skills & theory in a fun, gamified, and interactive format.
Then our PLAYING LEAN Gaming Workshop is for you! Whether you’re a prospective or seasoned entrepreneur, an intrapeneur, entrepreneurship educator or just wanting to learn startup skills efficiently and effectively, this workshop has benefits for you!
We will be hosting PLAYING LEAN Gaming Workshops at entrepreneurship hub QUT foundry.
There are two sessions in total. Both are free of charge, but places are limited.
“This the fourth time I have played ‘Playing Lean’. I learn something new every time, this time it was Strategic Planning”
Randall Austin, COO Setsomi
Second Cohort starting for Accelerator Program: Opening and Building Relationships with New Prospects (5 weeks)
Running Monday, 3 April to 15 May 2017 @ Gravity Co-working
Due to the success of the first accelerator, BIGJUMP and The Push have decided to run another Accelerator Program, this time spanning 5 weeks and the focus is on helping you open and build relationships with new prospects to make closing the sale easier.
If you find yourself saying:
- I need more clients but I don’t know how to break into new organisations.
- Sales is just so confusing to me.
- I’m not a sales person.
- My outreach keeps falling on deaf ears and I am getting nowhere with new prospects.
- Do I call the prospect? Do I email? Do I call again? I don’t know what to do next. I feel stuck.
Then this accelerator program is for you.
Introduction to The Lean Start-up
- Have you ever thought about starting a business, but don’t know where to start?
- Lean startup is an approach to business development that is based on the principles of lean production, a manufacturing methodology that values a business’ ability to change quickly.
How to Break into a new organisation – B2B Sales tactics for Startups
Thursday, March 2, 2017 6:30pm – 8:30pm @BlueChilli, 375 Wickham Terrace Additional Information
- Come along and chat about anything and everything startup!
- Paul has experience in selling a range of products including Advertising, Professional Services, Consulting, Online and IT Services, into industries including Government, Transport, Logistics, Banking and Retail.
- Paul will be presenting on – “How to Break into a New Organisation – B2B Sales tactics for Startups”
Accelerator Program: Opening and Building Relationships with New Prospects (4 weeks)
Running Monday, 20 February to 20th March 2017 @ Gravity Co-working
BIGJUMP and The Push will be running an Accelerator Program spanning a month focused on helping you open and build relationships with new prospects to make closing the sale easier.
Do you find yourself saying:
- I need more clients but I don’t know how to break into new organisations.
- Sales is just so confusing to me.
- I’m not a sales person.
- My outreach keeps falling on deaf ears and I am getting nowhere with new prospects.
- Do I call the prospect? Do I email? Do I call again? I don’t know what to do next. I feel stuck.
If so, then this accelerator program is for you.
Sales Hacks: Breaking into a new organisation
Thursday, February 9, 2017 @ The Edge
This event is about getting into organisations that you don’t have any relationships with. Understand the process of how to get your first meeting, be on your way to develop the necessary artefacts and determine if attending any further Sales Hack sessions will be helpful.
Growing B2B Sales: Expanding Leads, Progressing Opportunities And Closing Deals
Tuesday, January 31, 2017 @ Little Tokyo Two
In partnership with The Push, Brisbane’s Entrepreneur Community, BIGJUMP presents our first event for 2017!
Our first topic is on Growing B2B Sales.
Paul Davies will present you with a no-fuss approach to increasing the success of your business’ B2B sales.
Paul will cover:
- Expanding your Sales Leads
- Progressing Opportunities
- Closing Deals
You will leave with:
- A newfound approach to growing more B2B Sales for your organisation.
- More business contacts (we have 2 hours+ of networking time scheduled in)
- Increased confidence to finally get sales for your business growing again!
- A handout of Paul’s slides with room for your notes.
“This one ticked so many boxes, it was a no-brainer. It gave the basis of a framework to an area I have no expertise in. It was excellent, appreciated.”
Mark Sanders, CEO Tiikr
“As always a great Push event with a knowledgeable speaker. Looking forward to further sessions with BIGJUMP and the Push.”
Daivd Wilkinson, Managing Partner Ashbrooke Law
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