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BIGJUMP Home 2017-09-10T23:02:09+00:00

UPCOMING EVENTS

Paul Davies

B2B Sales – How to break into new organisations and create new sales opportunities

Tuesday 26 September 2017, 6pm – 8pm @Gravity Co-working
level 6, 140 Creek Street, Brisbane CBD

Price: $20

Registration & Additional Information

We will include the following content:

  • How to identify your prospective contact and organisation
  • Identifying the best way to approach
  • Describe your product or service in a way that attracts attention and curiosity
  • Getting past the gatekeeper to schedule meeting
  • What to cover in your first meeting

Slides for this presentation will be posted on: www.bigjump.com.au/resources

The information presented at this event is supplementary to the B2B Sales Accelerator event that starts on 9th October. This Program will help you implement sales changes to your business.

Startup Sales: Navigating your Sales Proposal through large organisations! 

Thursday 28 September 2017, 12pm – 1pm @River City Labs
level 3, 315 Brunswick Street, Fortitude Valley

Registration & Additional Information

Navigating your Sales Opportunities through large organisations can sometimes be as complex as a minefield!

This Meetup will help you:

  1. Understand the most important question to ask in the first meeting
  2. Identifying and managing your Gatekeepers, Influencers, Decision Makers,  Buyers and Users.
  3. Tricks and Tips to un-jam your proposal when it gets stuck
  4. Knowing when to walk away! (Thanks Kenny Rogers!)
  5. Lean heaps from my success and failure stories!

Paul Davies will outline an approach to better equip you to navigate the pitfalls of B2B Enterprise and Government selling

Event slides will be made available on bigjump.com.au/resources

B2B Sales Accelerator Program (4 week) 

Opening and Building New Customer Relationships

Starts Monday 9 October 2017 5:30pm – 8pm @ Gravity Co-working
Price – $350
Registration & Additional Information

Paul has 18 years of enterprise sales experience across Enterprise and Government clients in Australia, NZ, Asia and the Middle East. He also has 4 years experience in mentoring startups and has sold approximately $30M in products and services.

BIGJUMP will be running a 4 part Accelerator Program spanning 4 weeks 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

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

Startup Sales: Become a Master of Influence!

Thursday 12 October 2017, 12pm – 1pm @River City Labs
level 3, 315 Brunswick Street, Fortitude Valley

Registration & Additional Information

The truth is that you can learn how to be more influential with those around you!

In 1984, Robert Caildini introduced the Theory of Influencebased on the following six key principles:

  • Reciprocity
  • Commitment and consistency
  • Social proof
  • Authority
  • Liking
  • Scarcity

Paul Davies will outline the 6 Principles of Influence, and give you practical examples and tips to apply in your Startup Sales today!

Event slides will be made available on bigjump.com.au/resources

Startup Sales: How Successful Companies know how to Grow – Leveraging Jobs Theory

Thursday 26 October 2017, 12pm – 1pm @River City Labs
level 3, 315 Brunswick Street, Fortitude Valley

Registration & Additional Information

Dumb question: is achieving business growth a high priority for your Startup?

If you have not considered how “Jobs Theory” is impacting your business, it might be too late…

Jobs Theory, by by Prof. Clay Christensen (Harvard), has been developed over the past 20 years and is now a powerful predictive theory for business growth and success.

In this Meetup we will cover:

  • What is Jobs Theory? (see video here)
  • Practical ways to apply Jobs Theory for your Startup
  • Interactive Q&A

The primary material for this presentation is based on the 2016 book is Competing Against Luck by by Clayton M. Christensen, Taddy Hall, Karen Dillon, David S. Duncan. 

For further information on Jobs Theory: Harvard Business Review interview with Prof. Christensen

Paul Davies will outline the “Jobs Theory” and give you practical examples and tips to apply in your Startup Sales today!

Event slides will be made available on bigjump.com.au/resources

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Lean Startup Conference 2017 – Livestream!

Friday 3 November 2017, 7am – 11:15am @River City Labs
Startup Stadium, level 2, 315 Brunswick Street, Fortitude Valley

Registration & Additional Information

Come and join us for the livestream of the Lean Startup conference 2017, feel free to walk in anytime during the event
BIGJUMP has been a livestream partner since 2013

Image result for lean startup conference

The sessions are scheduled to include:

7:10AM – 7:40AM – What the Private Sector Can Learn from Government (No, That’s Not a Typo)
                                        <Long Break, 1h45m>
9:25AM – 10:10AM – The Human Element: Organizational Assessments to Improve Team Performance
                                        <Short Break, 15mins>
10:25AM – 11:10AM – GE’s Startup Way Strategy: Fireside Chat with Eric Ries & GE FastWorks Co-Founders Viv Goldstein & Janice Semper

“Great opportunity to participate in international Conference”

John Cleary, CEO Bue Chip Consulting Group

Note: All attendees must also register via https://events.bizzabo.com/livestream2017?promo=Brisbane to participate online in the livestream during the event.

RECENT EVENTS

Startup Sales: Make a better impact with your First Meeting with customers!

Thursday 14 September 2017, 12pm – 1pm @River City Labs
level 3, 315 Brunswick Street, Fortitude Valley

Additional Information

The first customer meeting is a critical point on whether you lay the foundations for a strong relationship… or not!BIGJUMP Event 14 September 2017 Make Better Impact with first meeting with customers

This meetup will cover the 2 (sometimes conflicting) agendas for the first meeting:

  1. Building a relationship with a customer – which requires listening and developing empathy for the client; and
  2. Delivering an appealing message to your customer – helping to influence them to buy from you in the future!

An approach will be outlined that will enable you to build a strong relationship and provide a compelling message for your customer to buy.

In addition one of the most useful sales tools for non-sales people will be shared: The Proposal Structure!

Event slides are available on bigjump.com.au/resources

Entrepreneur story: Judd Armstrong and Jaybird Sport

Monday 11 September 2017, 6pm – 8pm @River City Labs
Startup Stadium, level 2, 315 Brunswick Street, Fortitude Valley

Additional Information

Today’s Entrepreneur Story will feature Judd Armstrong, founder of Jaybird Sport.

In 2007 Judd Armstrong while living in the United States, setup Jaybird Sport, the first bluetooth earbuds being designed especially for active sporting users (Jaybird promotion video).

Over the next few years Jaybird quickly gained success and popularity around the world, as an active lifestyle brand.

A sign of Jaybird’s success was when Apple began stocking the products in their stores around the world. Judd Armstrong BIGJUMP

In April 2016, Jaybird Sport was successfully sold to Logitech for approximately $90M USD.

In this presentation Judd will share his experiences:

  • how he started Jaybird Sport
  • challenges of building your first prototype
  • experiences with scaling
  • how it feels to sell your business
  • Q&A

This will be a great opportunity to learn from an entrepreneur who managed to build, scale and sell his business without the assistance of external investors.

Startups: Getting into the right Mindset for Sales!

Friday 1 September 2017, 12pm – 1pm @River City Labs
level 3, 315 Brunswick Street, Fortitude Valley

Additional Information

 

  • Do you find your sales difficult?dsa
  • Do you procrastinate about sending that introduction to a new organisation? Reluctant to make a follow up call to your customer on the proposal you sent? But for most people, their biggest challenge with sales is mastering their their own psychology.  However when you are aligned with the right sales mindset and activities, your sales will increase as a natural consequence…

At the highest level of professional sport, there is very little difference between the physical prowess of each athlete.

Olympic Athlete Sarah Pavan has been quoted, “A Winners’s Mindset is the difference between good and great”.

We will cover the following:

  • Sales Misconceptions
  • How to “Manage your own Psychology” in Sales
  • Case Studies and Examples you can action today

Research for this presentation is based on the following:

  • To Sell is Human Daniel PinkStartups: Getting into the right Mindset for Sales!
  • As a Man Thinketh James Allen
  • The Inner Game of Music Timothy Gallway
  • The Trusted Advisor David Maister
  • Start With Why Simon Sinek

The presenter is Paul Davies, mentor at River City Labs. He has 18 years of B2B sales experience with over $30M of personal selling. Paul has worked in organisations with zero marketing/branding to sign up big-brand customers.

Event slides available on bigjump.com.au/resources

“Great practical insight from a veteran sales man”

Boris

Non-Pressure Sales-Closing Strategies for Startups

Tuesday 1 August 2017, 12pm – 1pm @River City Labs  –  level 3, 315 Brunswick Street, Fortitude Valley

Additional Information

Your Startup’s early sales have commenced positively. But time has passed and you are under pressure to get more customers signed up quickly. For most startups without a sales background, this is an awkward and uncomfortable time.

It reminds you of every bad sales stereotype and this creates frustration for you and your team…

You need to progress their customer, but don’t want to damage the relationship. You don’t feel you are equipped with the tools to succeed! Is this you?

In this Meetup I will run through the most common and easy strategies for closing deals that can be applied to Startups. Most people think that closing deals involves putting pressure on the customer in order for them to “sign on the dotted line”. This notion is completely out of date, particularly for B2B sales .

The presentation will run for 30 mins and will be followed by 15 mins of Q&A.

We will cover:

  • Getting the “right mindset” for sales
  • Common mistakes to avoid
  • Steps to helps your customers make faster decisions (without pressure)
  • Practical Examples for you to take away and implement.

Non-Pressure--Sales-closing-strategies-for-StartupsAttendees will be given online access to both the slides and the collateral/templates for them to put these into practice (bigjump.com.au/resources).

 

The presenter is Paul Davies, mentor at River City Labs. He has 18 years of B2B sales experience with over $30M of personal selling. Paul has worked in organisations with zero marketing/branding to sign up big-brand customers.

 

Accelerator Program – Third Co-hort

Opening and Building Relationships with New Prospects

Running  Wednesday, 21 June to 24 July 2017 @ Gravity Co-working

Additional Information

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

Masterclass – Business Model Canvas & Javelin Board

Friday 21 July 2017 2 – 3pm @River City Labs  –  level 3, 315 Brunswick Street, Fortitude Valley

This masterclass was to provide and overview of Business Model Canvas and the Javelin Experiment Board to the participants of the CUA sponsored Entrepreneur Program at River City Labs.

We will introduce

  • Business Model Canvas
  • Javelin Experiment Board

Help you understand

  • The value of these models
  • How they work
  • What to do next

 

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

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

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

Additional Information

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

Additional Information

 

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

Additional Information

 

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

 

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