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”?

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? (see “An Introduction to the Business Scalability Matrix” by Inflection-Point Strategy Partners.

• https://cdn2.hubspot.net/hub/41408/file-14210436-
• pdf/docs/an_introduction_to_the_business_scalability_matrix.pdf)