Get B2B Sales Support where it hurts the most
I know your pain and your target's pains and objections from lived experience
I have the unique experience
of being a
corporate c-level executive
and
successfully selling from
startup-2-business.
Michael Bist | Founder
*In this free introduction meeting we will discuss your business, your goals and challenges to see whether we both think that Startup-2-Business is a good fit for you, your company and your goals.
Successful startup B2B sales experience:
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As solo founder I acquired on CEO- and COO-level for my startup The Tailor Network corporate partners like BlackRock, Morgan Stanley and EY in Switzerland, Austria and Hungary.
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When COVID put an end to my startup I moved back into consulting where I am now supporting other startups to sell equally successful from startup-2-business.
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My B2B sales journey began at a 4 people startup HeadsUp Design, acquiring global key accounts like Walmart, Marks & Spencer, Mars and Procter & Gamble
Global c-level experience:
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As Head of Global Key Accounts and Sales Excellence I have been part of the c-suite for a 1bn CHF division - while driving excellence for our global B2B sales force and negotiating deals worth millions with expert buyers from companies like IKEA, Leroy Merlin and Saint-Gobain.
Deep insights into the working of the different functions on group and local entity level:
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As Head of Internal Audit / Inhouse Consulting for a 3.5 bn CHF Swiss multi-national I have been part of group leadership and worked closely with the other c-level executives in every function of the business. Be it globally on division and group level or locally in over 40 countries on 5 continents.
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As Senior Auditor / Senior Consult I have reviewed and optimised processes across all functions. Developing a deep understanding of their processes, their business objectives and therefore their pains and concerns from practical experience.
Consulting Offers
The different consulting modules can be booked separates or together as a package based on your unique needs.
Modul A
Define B2B Sales Basics
Define the core of your B2B sales approach: A.) a value proposition based on B.) a clear understanding of whom you sell to and C.) which pains and concerns you solve for them. This will be done via a series of short workshops, which can either be conducted in person together in 1.5 workshop days or online in shorter workshop modules, based on your preferences: Workshop 1 (2h): Product (i) and Firmography (ii) Workshop 2 (2h): Target Persona (iii) and Pain Assumptions (iv) Workshop 3 (3h): Stakeholder (v) and Stakeholder Pain / Concern Assumptions (vi) Workshop 4 (3h): Product Review (i), Service Offering (vii) and Value Proposition (viii)
Modul B
Prospecting Pipeline
Develop a prospecting pipeline, define: A.) how you identify the people to contact in your target company, B.) how to contact them, and C.) with which message, This will be done via a series of short method trainings and workshops, which can either be conducted in person together through a 1 day session or online in shorter modules, based on your preferences: Training 1 (1h): How to search for the right people based on your persona’s Training 2 (1h): Channels to connect with your target Training 3 (1h): Basic rules for successful outreach messaging Workshop 1 (1h): Defining your outreach channels
Modul C
Customer Journey
Develop a customer journey, define: A.) which decision milestones your target company needs to take, B.) who will make those decisions (your persona or your stakeholder), C.) which information or supporting material you can provide to influence the decision and D.) what actions to take To ensure your deal moves through those milestones to your ultimate goal – the closure of the deal. This will be done via a series of short workshops, which can either be conducted in person together through a 1 day workshop or online in shorter workshop modules, based on your preferences: Workshop 1 (2h): Mapping the decision milestones and decision maker / influencer Workshop 2 (1h): Defining the measurable outcomes per decision milestone Workshop 3 (2h): Defining the actions to take for salespeople to drive decisions Workshop 4 (1h): Mapping existing tools and documents to support the journey Workshop 5 (2h): Brainstorming on tools and documents to close the gaps
Modul D
Execution Support
The target is to make sure you hit the road running. Knowing what to do in theory is one thing, but executing it consistently and avoiding the pitfalls is another. Therefore I am offering options to support you during the execution or even execute parts of it for you, together with my associates. Option 1: Mentoring Support Option 2: Active Prospecting Creating and automating a prospecting pipeline in your name with the target to book an introduction meeting for you: 1)Identifying prospecting targets 2)Creating A/B testable messaging sequences 3)Running up semi-automated email and LinkedIn outreach sequences Option 3: Customer Journey Development Based on the Customer Journey mapping in Modul C I offer to support you in: 1)Implementing a low key CRM 2)Developing the documents and tools to guide customers through their journey 3)Developing communication playbooks for the different decision milestones Option 4: Negotiation Support In cases where startups have to close high value deals with larger corporations I offer to support the negotiation both by prepping and reviewing written negotiations or accompanying the startup to the negotiation meetings as advisor. Option 5: Direct C-level sales In cases where I strongly believe in the mission and offering of a startup, I offer to run the entire sales process, targeting c-level executives because of my strong personal network of c-level executives especially in the DACH region.
B2B Sales Insights for Startups and SME
