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.
Research for this presentation is based on the following:
To Sell is HumanDaniel Pink
As a Man ThinkethJames 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 $40M of personal selling. Paul has worked in organisations with zero marketing/branding to sign up big-brand customers.
On Monday 9th March, James Cook University (JCU) Brisbane in association with the Australian Computer Society (ACS) and BIGJUMP held a Skills Migration Seminar and IT Career Boot camp with over 70 participants.
The boot camp is aimed at keeping yourself relevant and employable.
During this boot camp, students were given a one hour talk from Joeri (Yuri) Timmermans, Founder and CEO of BIGJUMP & Co-organiser of Lean Business Strategies Meetup. Joeri (Yuri) spoke about his own experiences he faced when entering the IT industry and tips on how to find an ITC job in Australia.
More about the event can be found in the article on the JCU website
This event will provide an introduction to and discussion around pricing strategies for startups.
This topic is ideal for those seeking to improve their understanding of pricing strategy. There will be approximately 30 mins of content and 30 mins of discussions Q&A. According to Madhavan Ramanujam (Monetizing Innovation: How Smart Companies Design the Product Around the Price), there are only three pricing for startups:
1) Maximization 2) Penetration 3) Skimming
Maximization (Revenue Growth) – maximize revenue growth in the short term. Startups should pursue maximization when there are no clear differences in customer segments’ willingness to pay, and when the optimal short term and long term prices are equal. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.
Penetration (Market Share) – price the product at a low price to win dominant market share. A bottoms-up strategy lends itself to penetration pricing. Price low to minimize adoption friction, grow quickly, and then move up-market after developing broad adoption. Penetration pricing leads to land-and-expand sales tactics. Expensify, Netsuite, New Relic, Slack follow this model. Penetration prioritizes market share.
Skimming (Profit Maximization) – start with a high price and systematically broaden the product offering to address more of the customer base at lower prices. Skimming is widespread in consumer hardware. Apple sells the latest iPhones at the highest prices, and repackages older models at lower prices to address different customer segments. As Madhavan tells it, Steve Jobs was both a product genius and pricing genius. By pairing the two skills, he led Apple to record-breaking profits quarter after quarter.
Important to know Event slides are available on the Resources page.