Status: 

Status
colour Yellow title DRAFT

Access Restrictions:

Status
colour Red title CORE TEAM ONLY

Sales 101

This is the intro and overview of our sales activities at 9Y. More details are in the respective gameplans.

What we do 🤑

• We are selling digital product development and design services.

  • Our customers are from small startups to larger corporates and government agencies.

  • So we do not really focus on specific company size or specific industries per se. Nevertheless, we are pursuing some segments with more focus than others. These industries are:

    • Energy Service Providers

    • Banking and Fintech

    • Medical

• There are two fundamentally different service categories we are selling:

  • Product Development and Design Resources

    • Here we provide /wiki/spaces/9RPBK/pages/1753317385 for other companies

    • We invoice invested time

    • No product responsibility by 9Y

    • Lower risk on our end

  • Development and Design of Digital Products

    • Product responsibility of 9Y.

    • We are in charge of defining the team set up and making sure we deliver the defined scope in the defined timeline for the defined costs

    • Costs can be Fixed Price, Time & Material or Capped Time & Material

    • Higher risk on our end

• We sell business to business (B2B) only.

• We develop (web) applications. Simple Landingpages or simple WordPress websites are not our core business. As a rule of thumb think about it this way: “Is this website offering some functionality to the user or is it just a representational site offering information”.

• We do usually not offer services that are not covered by our technical capabilities. See /wiki/spaces/9RPBK/pages/760643663.

• We do not offer (digital) marketing services.

• We usually do not offer game development.

What tools does a sales rep use at 9Y 🛠

• Hubspot

• MS Office: Word and Powerpoint (no Excel)

• Google Workspace

• PBX with Phone Contracts and Virtual Phone Numbers

• Confluence/Jira

More details in Sales Tools.

Processes and best practices 🧐

• A good overview of the overall process provides this miro board: https://miro.com/app/board/o9J_lGfgYSk=/

• Sales related main phases are:

  • First Contact

  • Qualification

  • Intro Call

  • Ballpark Estimate

  • Price Indication

  • (Discovery) Workshop

  • Estimation

  • Offer/Quote/Proposal

  • Negotiation

  • Verbal Go

  • Close Deal

    • Won

      • Handover

    • Lost

      • Sales Retro

• We follow our defined /wiki/spaces/9RPBK/pages/760643851.

• Our leads are categorized to come from these /wiki/spaces/9RPBK/pages/760643731

• To provide an insight into 9Y to our leads we prepare and forward a company presentation aka /wiki/spaces/9RPBK/pages/848396289.

• The default pricing should be indicated according to our /wiki/spaces/9RPBK/pages/763527204.

• For internal communication, we focus on keeping a consistent /wiki/spaces/9RPBK/pages/767950955.

• Also see Sales Processes and Best Practices.