Sales & Marketing 101 – a year on

Sales & Marketing 101 workshop
Lydia had fun developing her Value Proposition

It’s a year since Marc and I ran the first S&M101 workshop at FOSS4G Boston, since then I have run two more workshops at FOSS4G Europe in Guimaraes and FOSS4G 2018 in Dar es Salaam. In total 36 people have now attended the workshop which is amazing to me.

The two most recent workshops were fitted into a 4.5 hour slot rather than a whole day and that forced me to focus on the elements of the workshop that I felt had the most impact and tightening up the delivery. In Dar there were 15 delegates and we managed to finish only 5 minutes over time!

I wanted to share a brilliant summary of the key points of the workshop from Emmanuel Ng’wandu, a delegate in Dar:

“If you can count to five you will master the laws of sales and marketing.”

  1. Wear the customer’s shoes
  2. Find the pains (and the gains)
  3. 26 words
  4. The funnel of questions from open to closed
  5. Treat rejection like the rhinoceros (let it bounce off you and just carry on)
Sales & Marketing 101 workshop
Hard at work on their Value Propositions

The feedback from the delegates has been very positive and I am looking forward to hearing more of their successes using the tools that I taught. If you want to find out more about the Sales & Marketing 101 workshop and how it can help you tighten  up your value proposition, get in touch.

A wall of value propositions
A wall of Value Proposition Canvases