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Wiktor Schmidt
Wiktor Schmidt is the CEO of Netguru, a software consulting and development company based in Poland. In his presentation, he discusses how Netguru grew from a small startup to a company with over 150 employees and 18M PLN in revenue in 2015. He outlines how they initially focused on just selling and processing inbound leads through basic tools like email and Trello. Over time, they implemented a CRM system like Salesforce and refined their sales process using techniques from books on predictable revenue, sales management, and the challenger sale model. Schmidt recommends attendees read these books and download his presentation slides for tips on building a structured sales process.
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Wiktor Schmidt
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- 2. Wiktor Schmidt Building arepeatable sales process in a global B2B service business
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- 5. netguru Software consulting &development company 150+ people, 9 years, 150+ projects 18M+ PLN revenue in 2015 Growing almost 100% y-to-y over the last few years
- 6. How did weget here?
- 7. By selling alot and recruiting great people
- 8. How to builda great sales team & process?
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- 10. vision Enterprise sales How itworks? How it’s different from online sales / smb sales? What’s inside sales, direct sales, etc.
- 11. Mindset, Team structure,Tactics Predictable revenue Cracking the Sales Management Code SPIN Selling, Challenger Sale
- 12. Tools CRM - salesforce Othertools (outreach, data, etc.)
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- 14. Now - whatwas our journey?
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- 16. Just selling Email, Trelloas CRM relatively nice looking PDF some ponglish email templates Mostly processing inbound leads
- 17. Salesforce (tools) “When yourmarriage is failing you should get kids” 3 steps At first: hack it, simplify it, “meh - it’s just stupid” Ok. Maybe they have some good ideas It’s actually very smart
- 18. Outreach / outboundis interesting 3 steps At first: hack it, simplify it, “meh - it’s just stupid” Ok. Maybe they have some good ideas Predictable revenue (Tactics, Team Structure)
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- 20. I think weare doing Enterprise sales … let’s figure out what it really means…
- 21. Kaizen Active Account Management Callingpeople Multiple touchpoints Building relationships Identifying stakeholders
- 22. 3 things youcan implement tomorrow
- 23. 1.Read Predictable Revenue Done?Read Cracking the Sales Management Code Done? Read From Impossible To Inevitable
- 24. 2. Download thispresentation @ netguru.co/pipeline
- 25. 3. Ask questions (inthe meantime download: netguru.co/pipeline)
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