Video Library – Sales Primer

GET STARTED with The SALES PRIMER™ INTRODUCTORY VIDEO SERIES

If you’re new to the Sales Primer™ system, check out our Sales Primer™ introductory video series. This concise library of instructional clips will have you using the Sales Primer™ web application in a matter of minutes. Each clip averages just 5-6 minutes, and will help you get comfortable with your sales process and numbers in a very simple, systematic way. You can watch the full set of videos in a single sitting before opening the web application. Or you can tackle each section of the interactive Sales Primer™ worksheet one-step-at-time, referencing the video resources as you go. Either way, we’re certain you’ll find great value in the Sales Primer™ methodology and live application.

Getting Started – Part 1

Introduces the Sales Primer™ system, and how entrepreneurs and sales professionals are using it to build out predictable, scalable, and profitable Sales Engines.

Getting Started – Part 2

Presents Super Cool Co., our fictitious company we use as a Case-Study example so that you can better understand how the entire Sales Primer™ system works.

Sales Goals

Shows how to set a realistic Sales Goal, and why it is the first important step in building out your entire Sales Engine. [Use the Goal-Setting Worksheet to determine what might be the most sensible Goal at this stage in your own growth trajectory.]

Sales Process

Looks at the individual stages of a typical Business-to-Business Sales Process and the significance of each one.

Pipeline Metrics

Demonstrates how to apply conversion metrics to each stage of your Sales Process.

Lead Generation

Discusses the different marketing tactics you can use to generate leads and the volume required to feed the sales team. [Use the Lead Generation Worksheet to begin itemizing the different tactics you might use to generate your own Sales Leads.]

Sales Effort

Helps you estimate the total hours for all the sales activity required through each stage of the Sales Process. [Use the Sales Effort Worksheet to accurately identify the number of tasks and amount of time required to manage your own Sales Process.]

Sales Team

Instructs you on the size and makeup of the team required to achieve your target Sales Goal.

Sales Budget

Shows how to estimate an operational Sales Budget when you consider both the team and resources required to build out your Sales and Marketing function. [Use the Sales Budget Worksheet to begin itemizing your most probable sales and marketing expenses, and your overall estimated spending requirements on labour and resources.]

Sensitivity Analysis

What happens if one of your original sales assumptions changes, whether it’s your average deal value, your timeline-to-goal, a conversion metric, or your Sales Process design? Learn how the Sales Primer™ help you to model out different scenarios.

Leading with Numbers

Now that you’ve completed your initial Sales Primer™ scenario, see how you can use the resulting numbers to coach your team, manage your service providers, brief your Board, and pitch your investors.

Using the Tool

Not sure exactly how to use all the features of the Sales Primer Live! web application? Watch this instructional video to find your way around the basic functionality of the Sales Primer tool.