Uvaro Week 6

Presentation Week

Give a Great Product Demo: 5 Rules

Here’s a link to the Group Presentation and the Presentation in Class.

Alyx gave us some great tips on crafting our resumes:

- Colorful. Should match with your personality
- Can’t be 3 pages long
- Put a video link in the resume if possible
- Annie’s summary and a break on the second page sounds good
- So often a talent will get a resume before you get the resume, they’re gonna see your LinkedIn
- Choose minimalist on Canva
- Focus on intonation

Guest Speaker: Drew Williams

Key Takeaways:

• Worked directly with a founder as a sales rep
  - Cold calling in the interview Sales Playbook at CareerBuilder
  - If you’re not interested in the product then you might not be interested in talking to the people
  - Purpose and money has to go together
  - Working in a startup looks like on the top
  - Own up to your past
  - Demo day tips: Quantifying your discovery put numbers beside it, Put numbers and dollar values, follow up questions

Sales Funnel vs Sales Pipeline

• The funnel should be like a champagne glass
• Pipeline usually refers to a dollar value

Forecasting:
Average deal size and average sales cycle

Readings:

• Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps
• Salesforce’s Inside Secret to Managing Sales Pipeline
• Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things
• Glossary and terms for Sales Performance Management