Perry Burns, Director Sales 101 Ltd +44 (0)20 8203 7757 Lessons from School – a case study in how not to do it! …or how to lose £1m without really trying Perry Burns, Director Sales 101 Ltd +44 (0)20 8203 7757 Perry@sales101.co.uk www.sales101.co.uk
Why not? Government Directive Lodsa money Sexy technology Time on your hands Very poor oversight A touch of arrogance A hint of hubris
What’s the Recipe? Vision Management Finance Technical Legal Marketing (and sales) Customer support Delivery Exit
What are you for? Niche Speciality Expertise Service Innovation Utility
Who’s driving? (Vision) see above Experience Drive Resilience Team Resources
Lucre Start up Costs Cash Flow Cost Controls Time to breakeven Tension: Finance vs. Sales Wild Optimism
Meccano! Technically Sound Supportable Sustainable Easy? Effortless Lowest cost possible Short supply chain Minimum risk
Clause 1 Verbal contracts are worthless Lawyers (usually) know what they are talking about Don’t do it on the cheap There are no simple legal answers
Luvely Jubely “Sales” is not a dirty word Selling IS necessary Selling is a skill which can and must be learnt Marketing is the activity which enables sales
Make it work Customers pay the bills They expect SERVICE They are NEVER a nuisance Complaints happen – deal with them
Its going to end! There is no stasis in business Grow or die Collaborate / partner Trade Sale Float
What’s the secret ingredient?
Questions? Thank you for your attention
Perry Burns, Director Sales 101 Ltd +44 (0)20 8203 7757 Lessons from School – a case study in how not to do it! …or how to lose £1m without really trying Perry Burns, Director Sales 101 Ltd +44 (0)20 8203 7757 Perry@sales101.co.uk www.sales101.co.uk