Presentation: Sales Process Reengineering At Robin
Describe Robin’s value proposition. Explain by highlighting key customer benefits.
Identify the key target market segments, including similarities and differences among
them. How might communication to “IT people” differ from that delivered to “facilities
folks”?
What do you believe are the most valuable content marketing and nurturing tools that
Robin can use to improve its sales performance? Why?
What should Dunn do to attain the stated goal of two to three demos per rep, per day?
Beyond demos/day, what other metrics should Robin use to assess the sales team’s
performance?
Can Dunn achieve the results needed with his current sales process and team? Should
he redesign his sales process but keep his existing team in place, or should he redesign
his sales process and rebuild the team? What are some of the pros and cons of each
option? Explain and defend your recommendation.
Why do you think the terms “repeatability” and “scalability” regarding sales in a B2B
environment are so important in the VC funding process?
