setting your 'sales' for success
TRANSCRIPT
SETTING YOUR ‘SALES’ FOR SUCCESS
With the Business Model Canvas
John D. HipsleyLex ikon
The presentation adapts the nine elements of the Business Model Canvas to create nine
corresponding principles of sales.
It uses the memory device or acronym* ‘salesforce’.The outcome is a circular mnemonic** which is a
conceptual and visual aid to understand sales and other business systems.
• Acronym: An abbreviation formed from the initial letters of other words and pronounced as a word
• ** Mnemonic: A device such as a pattern of letters, ideas, or associations that assists in remembering something
PURPOSE OF PRESENTATION
“The Business Model Canvas is a strategic management and
entrepreneurial tool. It allows you to describe, design, challenge, invent, and pivot your
business model.”www.strategyzer.com
What is the Business Model Canvas (BMC)?
Osterwalder’s Business Model Canvas (BMC)
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1 3 4
5
6 7
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Osterwalder’s Business Model Canvas (BMC)
Nine Elements of the Business Model Canvas (BMC)
BUSINESS MODEL CANVAS
1) Key Partnerships
2) Key Activities
3) Key Resources
4) Value Proposition
5) Customer Relationships
6) Channels
7) Customer Segments
8) Revenue Streams
9) Cost Structure
Reorder the Nine BMC Elements
BUSINESS MODEL CANVAS
Channels (6)
Customer Segments (7)
Cost Structures (9)
Value Proposition (4)
Key Activities (2)
Revenue Streams (8)
Key Resources (3)
Customer Relationships (5)
Key Partnerships(1)
BMC Elements Renamed to conform with ‘salesƒorce' as an acronym
BMC elements
Channels (6)
Customer Segments (7)
Cost Structures (9)
Value Proposition (4)
Key Activities (2)
Revenue Streams (8)
Key Resources (3)
Customer Relationships (5)
Key Partnerships(1)
success
arteries
links
expenses
significance
ƒocus
outcomes
resources
customers
engagements
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Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
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Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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2. Arteries (Channels)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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2. Arteries (Channels)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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2. Arteries (Channels)
4. Expenses (Cost Structures)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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r
c
2. Arteries (Channels)
5. Significance(Value Proposition)
4. Expenses (Cost Structures)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
e
o
r
c
2. Arteries (Channels)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
e
r
c
2. Arteries (Channels)
7. Outcomes(Revenue Streams)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
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2. Arteries (Channels)
7. Outcomes(Revenue Streams)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
8. Resources(Key Resources)
3. Links(CustomerSegments)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
e
2. Arteries (Channels)
7. Outcomes(Revenue Streams)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
8. Resources(Key Resources)
3. Links(CustomerSegments)
9. Customers (Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
2. Arteries (Channels)
7. Outcomes(Revenue Streams)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
8. Resources(Key Resources)
3. Links(CustomerSegments)
9. Customers (Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
10. Engagements (Key Partnerships)
2. Arteries (Channels)
7. Outcomes(Revenue Streams)
5. Significance(Value Proposition)
6. Focus (Key Activities) 4. Expenses
(Cost Structures)
8. Resources(Key Resources)
3. Links(CustomerSegments)
9. Customers (Customer
Relationships)
Adaptation of the 9 BMC Elements to ‘salesƒorce' as an Acronym
1. Success
10. Engagements (Key Partnerships)
“One of the best predictors of ultimate success … isn’t natural talent or even industry expertise, but how you explain your failures and rejections.”
Daniel H. Pink, author of five books about business, work and management
As in sales so it is in life
