Your Growth Springboard

Growth Springboard

For Entrepreneurs with under £10K month recurring revenue

Who is Growth Springboard for?

You are a SaaS founder at the pre-seed, seed or early-stage and are looking to win your first customers asap. You probably feel overwhelmed about where to start and have limited experience of sales and marketing. In addition to that, you have a never-ending to-do list pulling you in all sorts of different directions.

The importance of founder-led sales

At salesmentor, we believe passionately in founder-led sales. Time and time again, the evidence shows that outsourcing your first sales efforts to external lead generation services is a waste of money.

What’s more, hiring an in-house salesperson and expecting them to be successful before you have learnt the ropes yourself is a complete disaster. As a founder, it is your mission and responsibility to learn the sales and marketing process so your can educate your sales team when you’re in a position to make your first hires.

By undertaking to sell your SaaS yourself, you will have daily interactions with your ideal customers (ICs).

Through these interactions you will learn about their challenges and problems. This is vital information to really hone your offering and capture the most value. Furthermore, you will develop some fantastic new skills and build your confidence in a highly-rewarding area. More importantly, you will become self-sufficient in creating your funnel and growing your business.

How is the workshop delivered?

We have developed the Growth Springboard workshop after feedback from our community of SaaS founders. They are self-starters by nature and want to learn how to do things themselves. At the same time, they are often extremely time-poor and want results fast. Sometimes they are unable to commit to a whole day away from their day-to-day duties. If this is the case for you, we can also deliver the workshop in four sessions scheduled over different dates. The content remains the same irrespective of delivery.

The workshop is delivered online via Zoom or in person at our offices in central London.

What are the outcomes?

After completing the workshop, we recommend that you start applying the tools and techniques learnt from the course asap. This is the only way to turn your knowledge into true skills. By the end of the workshop, you will have a roadmap and repeatable process to start building your pipeline and winning clients. However, once you start implementing the processes it is inevitable that you will have a lot of questions. That is why there is a total of five hours consulting included in the Growth Springboard package. These are invaluable for answering specific follow-up questions and helping with any of the tools and processes learnt on the course.

Our approach

The salesmentor approach is based on 5 key pillars, which are essential for your success and achieving your next revenue milestone: Positioning, Commercials, Lead Gen, Presenting & Negotiating.

The Growth Springboard focuses on each of these pillars in sequence. This is because mastery of each one is necessary to move to the new pillar. There is no point, for example, jumping to lead gen, if your positioning is unclear.

The overriding aim of the course is to turn you into a sales superstar. By giving you a logical and repeatable sales process, and the necessary soft skills, you will be confident in taking your business to the next level.

Let’s take a closer look at what we’ll cover…

Workshop content

1. Positioning

Content

  • The 3 Step Value Proposition Framework.
  • Importance of Minimal Viable Product (MVP).
  • Ideal Customer Profiling and Engagement Metrics.
  • Moving to and confirming Product Market Fit (PMF) with salesmentor’s 5-point checklist.

Outcomes

You will have fully completed Ideal Customer Profiles (ICPs), which give you clarity on the type of customer, job title, seniority and pain points they face.

You will be able to position your SaaS as the best solution to your Ideal Customer’s (IC) biggest problems.  You will be able to deliver a crisp elevator pitch, which explains the benefits of your solution crisply and persuasively.  You will be able to explain what makes your solution truly unique (USP).

You will have a clear idea on the type of MVP you wish to develop in order to gather feedback from your ICs.

You will have a roadmap on how to engage with your ICs and solicit feedback on your MVP.

After integrating initial feedback, you will be able to hone your solution or pivot as necessary to achieve PMF.

2. Commercials

Content

  • Key metrics for your business. 
  • Overview of different commercial models and way of packaging your SaaS.
  • 4 Step approach to optimise your SaaS pricing?  
  • Competitive Intelligence: key tools.

Outcomes

You will have set SMART targets which stretch you and your business to succeed, providing focus and motivation.

You will have decided on a commercial model best suited to your business, which will maximise revenue and delight your ICs.

You will be confident talking about your competitors and isolating your SaaS as the best solution.

You will have decided on which CRM tool to use and committed yourself to ongoing measurement of success.

3. Lead Gen

Content

Outbound: Cold Calling

  • Pre-call Planning
  • Overcome fear
  • Gathering intelligence to warm up the call
  • Setting clear objectives and never be rejected
  • Tips before dialing
  • How to leave smart voicemails
  • Navigating gate-keepers
  • Opening lines: minimise resistance
  • Attention-grabbing openers
  • Resistance handling
  • Using effective questioning
  • Qualifying quickly
  • Getting to the next step
  • How to sound more professional

 

Outbound: Cold emails

  • How to source email addresses of your ICs
  • How to write messages which resonate and get a response
  • Templates which work
  • Cold email tools.

 

Outbound: LinkedIn

  • Optimise your profile to raise your profile
  • Tactics to engage with ICs
  • Templates to engage and start a conversation
  • Mindset of giving in order to receive
  • Tools to automate your visibility without spammy messages.

 

Inbound: Content marketing

  • What types of content to create
  • How to get the most eyes on your content (lead magnets and sharing content effectively)
  • Positioning yourself as a thought-leader.

 

Inbound: Email

  • How to build effective email nurturing campaigns
  • Lead scoring to maximise sales
  • Email writing techniques to maximise engagement.

 

Inbound: LinkedIn

  • Top tips on how to generate inbound leads
  • Developing good habits on LinkedIn
  • How to ask for referrals the right way.

 

 

 

 

 

 

 

 

 

 

 

 

Outcomes

You will have a clear sales and marketing strategy, which includes both inbound and outbound tools to jet-propel your SaaS business forward to your next revenue milestone.

You will be committed to making at least 10 cold calls a day and confident in asking for the meeting.

You will have a call plan to follow, which provides a strong opening with an attention-grabbing statement.  You will also be confident in handling key objections and countering resistance.  You will be able to quickly qualify and minimise time wasted on the wrong calls.

You will be able to get gate-keepers to work for you and open doors.

You will know the practical tools needed to source email addresses and write compelling emails to your ICs.

You will have an inventory of email templates to use for writing cold emails which get a response.

You will know how to use tools to manage your cold email outreach and monitor results.

You will appear more professional and appear more often in front of your ICs.

You will be confident reaching out to your ICs over LinkedIn and be more engaging in your outreach.

You will have an inventory of message templates, which increase your level of engagement.

You will know how to use technology to increase your profile views with minimum effort.

You will have a clear view on which topics to produce content on and increase inbound traffic.

You will know how to build lead magnets and start collecting email addresses to start email nurturing.

You will develop a good, regular cadence on LinkedIn to increase inbound leads.

You will have a box of tricks to easily engage on LinkedIn.

4. Presenting

Content

  • Pre-meeting preparation
  • Defining the purpose of the meeting
  • The importance of shutting up: listening skills
  • Asking different types of questions (context, problem, implied, positive questions) at the right times
  • Objection handling
  • How to demo effectively
  • The importance of storytelling to bring your presentation alive
  • How to gain commitment to next steps

Outcomes

You will be more confident, credible and compelling in all your client-facing meetings.

Your ICs will enjoy every moment spent in your company and will be eager to do business with you.

Your meetings will be much more effective because you now know how to build rapport fast with different personalities by asking the right types of questions at the right time.

5. Negotiating

Content

  • How to avoid price haggling and get paid what you’re worth
  • How and when to agree to discounts
  • How to counter manipulative negotiation tactics
  • Navigating different stakeholders
  • How to stop wasting time of trials
  • Techniques for closing effectively
  • Ensuring customer success
  • Up-selling framework and getting testimonials

Outcomes

You will be confident saying “no” to discounts and only offer minimal reductions in price if it serves your interests.

You will have a toolbox to deal with different objections and time-wasters.

You will only agree to demos, once you have agreed on SMART objectives for running them.

You will have a range of techniques at your disposal to close strongly and effectively.

You will have committed yourself to exceeding expectations on delivery and be able to ask for testimonials.

Interested in the
Growth Springboard Program?

 Let’s talk and start your success story today!

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