Growth Program – B2B Prospecting

Overview

Learn proven inbound / outbound prospecting as well as account-based prospecting methodologies.

The Objective

The 500 Startups Growth Program – B2B Prospecting workshop will help you communicate effectively, prospect & sell repeatedly, and help your customers be successful through proven modern sales strategies. At the end of the workshop, you will be able to build your own lead generation engine that will deliver repeatable & measurable lead flow.

The Process

The workshop is structured as a flipped classroom with training sessions spread over three days. Blueprints, frameworks, and templates for best-practice prospecting will be provided. The classes incorporate activities such as role-play making the sessions fully-interactive.

Overview

Learn proven inbound / outbound prospecting as well as account-based prospecting methodologies.

The Objective

The 500 Startups Growth Program – B2B Prospecting workshop will help you communicate effectively, prospect & sell repeatedly, and help your customers be successful through proven modern sales strategies. At the end of the workshop, you will be able to build your own lead generation engine that will deliver repeatable & measurable lead flow.

The Process

The workshop is structured as a flipped classroom with training sessions spread over three days. Blueprints, frameworks, and templates for best-practice prospecting will be provided. The classes incorporate activities such as role-play making the sessions fully-interactive.

The Curriculum – What You’ll Learn

Module 1: The SaaS Sales Methodology
Learning Objectives: Learn how sales has changed and the moments that matter 

Module 2: How to Communicate Effectively with Customers
Learning Objectives: Learn how to communicate effectively with customers by changing your tone and asking questions 

Module 3: How to Use Emails and Leave Voicemails that Customers Want to Receive
Learning Objectives: How to write RRR emails, refine your tone for more Impactful Voicemails, and Relevance vs. Personalization 

Module 4: How to Diagnose and Qualify a Prospect with Question-Based Selling
Learning Objectives: Learn about question-based selling and value per persona

Module 5: How to Structure a Scheduled and Unscheduled Call
Learning Objectives: Learn to run a meeting like an expert to maximize effectiveness 

Module 6: How to Overcome Objections and Rejections
Learning Objectives: Learn effective strategies to overcome objections and rejections  

Module 7: How to Design and Leverage Outbound Sequences
Learning Objectives: ​Learn how to orchestrate resources and maximize effectiveness during outbound prospecting  

Module 8: How to Share Your Story / 3rd Party Reference / Time Management Techniques
Learning Objectives: Learn to effectively use situation, pain, and impact to tell stories, and  maximize efforts through time management best practices

The Curriculum – What You’ll Learn

Module 1: The SaaS Sales Methodology
Learning Objectives: Learn how sales has changed and the moments that matter 

Module 2: How to Communicate Effectively with Customers
Learning Objectives: Learn how to communicate effectively with customers by changing your tone and asking questions 

Module 3: How to Use Emails and Leave Voicemails that Customers Want to Receive
Learning Objectives: How to write RRR emails, refine your tone for more Impactful Voicemails, and Relevance vs. Personalization 

Module 4: How to Diagnose and Qualify a Prospect with Question-Based Selling
Learning Objectives: Learn about question-based selling and value per persona

Module 5: How to Structure a Scheduled and Unscheduled Call
Learning Objectives: Learn to run a meeting like an expert to maximize effectiveness 

Module 6: How to Overcome Objections and Rejections
Learning Objectives: Learn effective strategies to overcome objections and rejections  

Module 7: How to Design and Leverage Outbound Sequences
Learning Objectives: ​Learn how to orchestrate resources and maximize effectiveness during outbound prospecting  

Module 8: How to Share Your Story / 3rd Party Reference / Time Management Techniques
Learning Objectives: Learn to effectively use situation, pain, and impact to tell stories, and  maximize efforts through time management best practices

Meet Your Mentors

Meet Your Mentors

Miya Mee-Lee Dias

Miya is a Certified International Sales Trainer with Winning By Design holding onsite and remote training sessions with clients from all over the world including USA, Colombia, Argentina, India, Philippines, UK, Indonesia and more. She has trained sales teams ranging from 6 people up to over 100 coaching the reps and managers on new frameworks of writing emails and cold calls. These trainings have resulted in her clients receiving a response 5 times faster than they would have received pre-training (which resulted in faster meetings booked leading to demos / deals and revenue). Miya worked with companies across the industries of Adtech, SaaS in Beauty, Software for Legal niche, SaaS for Recruitment, SaaS for Lead Generation and more.

Going back in time, After graduating with a B.A. in Communications from the University of California Santa Barbara, Miya worked in an Advertising Agency that set much of the foundation for her sales career. She relocated to Los Angeles for 5 years to work as a Client Facing Sales Account Executive at Creative Circle (an Advertising / Marketing Recruitment Agency) where she was between #1 and #2 top sales producer amongst 20 people in a nationwide team in 6 markets. Six years later, Creative Circle was acquired for 570 Million.

Miya took a trip around the world which landed her in more sales recruitment work abroad in the Gold Coast of Australia and then back in San Francisco. There she spent 3 years as an Account Executive, opening up the Southern California Territory at The Lions (a Sales Recruitment Agency). During her time there, Miya was able to recruit sales talent working with the best VC backed startups; she closed the 4th largest deal in 6 years of The Lions company history.

Miya understands that it’s very important to take into consideration all of the cultural / industry nuances of sales and ensure there is authenticity, relevance and a real sense of curiosity to build a client relationship, ultimately leading to trust. With trust and a clearly identified need – sales comes naturally.

Chris DeNoia

Chris has worked in a wide variety of roles ranging from co-founder and early-stage startup employee to a product manager with a Fortune 500 company. His passion is helping others achieve their best performance either as a mentor, coach, manager, or executive.

Chris coaches Steve Blank’s Lean Launchpad methodology at the University of California, Berkeley Haas School of Business with the National Science Foundation Innovation Corps program and is a certified trainer with Winning by Design, focusing on B2B, SaaS, and Inside Sales, where his focus is on teaching empathy to sales reps.

Miya Mee-Lee Dias

Miya is a Certified International Sales Trainer with Winning By Design holding onsite and remote training sessions with clients from all over the world including USA, Colombia, Argentina, India, Philippines, UK, Indonesia and more. She has trained sales teams ranging from 6 people up to over 100 coaching the reps and managers on new frameworks of writing emails and cold calls. These trainings have resulted in her clients receiving a response 5 times faster than they would have received pre-training (which resulted in faster meetings booked leading to demos / deals and revenue). Miya worked with companies across the industries of Adtech, SaaS in Beauty, Software for Legal niche, SaaS for Recruitment, SaaS for Lead Generation and more.

Going back in time, After graduating with a B.A. in Communications from the University of California Santa Barbara, Miya worked in an Advertising Agency that set much of the foundation for her sales career. She relocated to Los Angeles for 5 years to work as a Client Facing Sales Account Executive at Creative Circle (an Advertising / Marketing Recruitment Agency) where she was between #1 and #2 top sales producer amongst 20 people in a nationwide team in 6 markets. Six years later, Creative Circle was acquired for 570 Million.

Miya took a trip around the world which landed her in more sales recruitment work abroad in the Gold Coast of Australia and then back in San Francisco. There she spent 3 years as an Account Executive, opening up the Southern California Territory at The Lions (a Sales Recruitment Agency). During her time there, Miya was able to recruit sales talent working with the best VC backed startups; she closed the 4th largest deal in 6 years of The Lions company history.

Miya understands that it’s very important to take into consideration all of the cultural / industry nuances of sales and ensure there is authenticity, relevance and a real sense of curiosity to build a client relationship, ultimately leading to trust. With trust and a clearly identified need – sales comes naturally.

Chris DeNoia

Chris has worked in a wide variety of roles ranging from co-founder and early-stage startup employee to a product manager with a Fortune 500 company. His passion is helping others achieve their best performance either as a mentor, coach, manager, or executive.

Chris coaches Steve Blank’s Lean Launchpad methodology at the University of California, Berkeley Haas School of Business with the National Science Foundation Innovation Corps program and is a certified trainer with Winning by Design, focusing on B2B, SaaS, and Inside Sales, where his focus is on teaching empathy to sales reps.

The Agenda

Teaching modules
During the flipped classroom you will be taught the theory and role-play it immediately with your peers

Exercises
We will introduce the exercises to be completed

Workshop execution
You will be given time to tailor the exercises to your business with the support of our onsite mentors

Office hours
This is your opportunity to ask our mentors your growth questions

Collaboration and sharing
This is where you get to learn how your peers are going to implement the relevant skills in their business

The Agenda

Teaching modules
During the flipped classroom you will be taught the theory and role-play it immediately with your peers

Exercises
We will introduce the exercises to be completed

Workshop execution
You will be given time to tailor the exercises to your business with the support of our onsite mentors

Office hours
This is your opportunity to ask our mentors your growth questions

Collaboration and sharing
This is where you get to learn how your peers are going to implement the relevant skills in their business

Why Should You Attend

    • Do you have insufficient leads to meet your growth goals?
    • Do you have an ad hoc / reactive sales methodology?
    • Are you unable to engage the right customer?

If you answered ‘YES’ to any of the questions above, this workshop is for you.

Why Should You Attend

    • Do you have insufficient leads to meet your growth goals?
    • Do you have an ad hoc / reactive sales methodology?
    • Are you unable to engage the right customer?

If you answered ‘YES’ to any of the questions above, this workshop is for you.

Who Should Attend

This workshop is a MUST ATTEND for CROs / CMOs as well as Founders / Co-Founders. The workshop is applicable for any growth stage startup (typically pre-Series A / A) that has found PMF (product-market fit) and is now ready to scale.

Who Should Attend

This workshop is a MUST ATTEND for CROs / CMOs as well as Founders / Co-Founders. The workshop is applicable for any growth stage startup (typically pre-Series A / A) that has found PMF (product-market fit) and is now ready to scale.

From Our Previous Workshop

99% of past attendees said they would attend the next workshop.

99% of past attendees said the workshop tackled the lead generation problems they had.

Testimonials

“If you’ve got a green sales team, this workshop (if you take it seriously) will produce 2x results in the first month. You’ll see better client engagements, better leads, better sales team culture, more organised reporting, and a feeling of overall progress. If you’re lost, this will set you on a path to making stuff happen for your company.” – Chi Ming, Gnowbe

“This is a not to be missed workshop if you are dead serious in growing not only your business but your organization as a whole. Also, how to keep it growing in a repeatable, predictable, and sustainable fashion. Highly recommended!!” – Vancs Chai, Slurp!

“Definitely my best week ever! (Wish we could have more time and sessions, especially the 1:1 mentoring). Great mentors. Solid curriculum. Now I have more clarity on sales and I’m ready to move forward.” – Reynir Fauzan, Kata.ai

“Great way to pick up best practices from people who’ve been there, done that.” – Lee Yuan Ming, Grain

From Our Previous Workshop

99% of past attendees said they would attend the next workshop.

99% of past attendees said the workshop tackled the lead generation problems they had.

Testimonials

“If you’ve got a green sales team, this workshop (if you take it seriously) will produce 2x results in the first month. You’ll see better client engagements, better leads, better sales team culture, more organised reporting, and a feeling of overall progress. If you’re lost, this will set you on a path to making stuff happen for your company.” – Chi Ming, Gnowbe

“This is a not to be missed workshop if you are dead serious in growing not only your business but your organization as a whole. Also, how to keep it growing in a repeatable, predictable, and sustainable fashion. Highly recommended!!” – Vancs Chai, Slurp!

“Definitely my best week ever! (Wish we could have more time and sessions, especially the 1:1 mentoring). Great mentors. Solid curriculum. Now I have more clarity on sales and I’m ready to move forward.” – Reynir Fauzan, Kata.ai

“Great way to pick up best practices from people who’ve been there, done that.” – Lee Yuan Ming, Grain

Growth Program – B2B Prospecting Workshop

15th – 17th April 2020
@500 Startups Malaysia – Kuala Lumpur HQ

Limited to 40 Spots!

USD 700 for 1 ticket
USD 1,300 for 2 tickets

Growth Program – B2B Prospecting Workshop

15th – 17th April 2020
@500 Startups Malaysia – Kuala Lumpur HQ 

Limited to 40 Spots!

USD 700 for 1 ticket
USD 1,300 for 2 tickets

FAQs

1. My startup / company is working in traditional B2B sales, will the workshop content be relevant to me?
Yes. The techniques, blueprints, frameworks and all other content are suitable for all B2B companies and not just SaaS focused B2B.

2. I am interested to join but I am not a 500 Startups portfolio company.
Good news! Our B2B Revenue Roadmap workshop is open to both non-portfolio and portfolio companies. So be sure to grab yourself a limited spot.

3. I am not from Kuala Lumpur, will the workshop cover my flight and accommodation?
No. But we will provide you with a list of accommodation that is within the workshop venue vicinity.

4. How do I make sure I get an office hour slot with the mentors if it’s only 3 days with 40+ participants?
Don’t worry! We will be managing the office hours to make sure everyone gets their slot with the mentors.

5. I am not from Kuala Lumpur but I am interested. Can I do this remotely?
We designed the workshop to be hands-on. So we would highly recommend you to join the workshop in Kuala Lumpur to get the best result and experience.

6. I prefer to stay focused to keep up with the curriculum, will the presentation slides / materials be shared after the session?
Yes! You will get access to all the presentation material after every session in a dedicated google drive folder.

7. Will this program be offered again?
This is the first of a series of 3 Growth Program B2B workshops in 2020. We will have 2 other workshops following this but each covering a different theme.

For this current one, we are honestly not sure. We will have the rest of the workshop series but we don’t know if or when we’ll open up this particular curriculum again. So if you’re interested, I’d grab yourself a seat to be safe.

8. I have some questions, who should I contact?
If you have any questions regarding the workshop, feel free to contact our Program Manager, PohSoon at pohsoon.tew@500startups.com

FAQs

1. My startup / company is working in traditional B2B sales, will the workshop content be relevant to me?
Yes. The techniques, blueprints, frameworks and all other content are suitable for all B2B companies and not just SaaS focused B2B.

2. I am interested to join but I am not a 500 Startups portfolio company.
Good news! Our B2B Revenue Roadmap workshop is open to both non-portfolio and portfolio companies. So be sure to grab yourself a limited spot.

3. I am not from Kuala Lumpur, will the workshop cover my flight and accommodation?
No. But we will provide you with a list of accommodation that is within the workshop venue vicinity.

4. How do I make sure I get an office hour slot with the mentors if it’s only 3 days with 40+ participants?
Don’t worry! We will be managing the office hours to make sure everyone gets their slot with the mentors.

5. I am not from Kuala Lumpur but I am interested. Can I do this remotely?
We designed the workshop to be hands-on. So we would highly recommend you to join the workshop in Kuala Lumpur to get the best result and experience.

6. I prefer to stay focused to keep up with the curriculum, will the presentation slides / materials be shared after the session?
Yes! You will get access to all the presentation material after every session in a dedicated google drive folder.

7. Will this program be offered again?
This is the first of a series of 3 Growth Program B2B workshops in 2020. We will have 2 other workshops following this but each covering a different theme.

For this current one, we are honestly not sure. We will have the rest of the workshop series but we don’t know if or when we’ll open up this particular curriculum again. So if you’re interested, I’d grab yourself a seat to be safe.

8. I have some questions, who should I contact?
If you have any questions regarding the workshop, feel free to contact our Program Manager, PohSoon at pohsoon.tew@500startups.com

“THIS PROGRAM IS OPERATED BY 500 STARTUPS MALAYSIA SDNBHD. (“500 STARTUPS MALAYSIA”). THE FUNDS ADVISED BY 500 STARTUPS MANAGEMENT COMPANY, L.L.C. DO NOT PARTICIPATE IN ANY REVENUE GENERATED BY THESE ACTIVITIES. SUCH PROGRAMS AND SERVICES ARE PROVIDED FOR EDUCATIONAL AND INFORMATIONAL PURPOSES ONLY AND UNDER NO CIRCUMSTANCES SHOULD ANY CONTENT PROVIDED AS PART OF ANY SUCH PROGRAMS, SERVICES OR EVENTS BE CONSTRUED AS INVESTMENT, LEGAL, TAX OR ACCOUNTING ADVICE BY 500 STARTUPS MALAYSIA OR ANY OF ITS AFFILIATES.”

“THIS PROGRAM IS OPERATED BY 500 STARTUPS MALAYSIA SDNBHD. (“500 STARTUPS MALAYSIA”). THE FUNDS ADVISED BY 500 STARTUPS MANAGEMENT COMPANY, L.L.C. DO NOT PARTICIPATE IN ANY REVENUE GENERATED BY THESE ACTIVITIES. SUCH PROGRAMS AND SERVICES ARE PROVIDED FOR EDUCATIONAL AND INFORMATIONAL PURPOSES ONLY AND UNDER NO CIRCUMSTANCES SHOULD ANY CONTENT PROVIDED AS PART OF ANY SUCH PROGRAMS, SERVICES OR EVENTS BE CONSTRUED AS INVESTMENT, LEGAL, TAX OR ACCOUNTING ADVICE BY 500 STARTUPS MALAYSIA OR ANY OF ITS AFFILIATES.”