Commercial Team Presentation

Commercial Team Presentation

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Storyboard Description

Carol Parish - July 2019

Storyboard Text

  • Sales at Third Light - An Insight by Carol
  • Social Media
  • Lead Forensics
  • Listening Out
  • Contact Requests
  • New Trials
  • Listening out for what?
  • For ways to build and learn about Third Light stories/culture
  • For prospects who want to know more
  • Working with others to build a culture which leads to referral
  • Vanessa, we have a new lead from....they have the profile of our ideal customer, want to look them up on Linked In?
  • Roland, just one more bit of advice on this use case....Are any customers doing the same?
  • Marco please explain Git Hub to me
  • Danny, is there a customer I can
  • Anyone for a cup of tea?
  • Guy, how important do you think conveying our company culture is?
  • Roland passing on leadsVanessa through events and campaignsSocial Media/Linked In/Sales NavigatorSpending time with colleagues listening for opportunities
  • Listening whilst keeping our Market focus tight
  • Campaign Responses
  • Megane, can you join me on this demo? They want a workflow and I would value your expertise as to whether we are a good fit?
  • Sam, can you help me understand by telling me the background to why we designed Chorus this way?
  • Referrals
  • Guiding to land with Third Light. Our people are the brightest landing light
  • Knowledge to build trust
  • Hey Steve, can you help me understand under the hood of Data Center Edition please? Phase One - Why don't they want to speak to me?????
  • talking at desksslackmaking tea/coffee/chatfocused meetings oooh and the pub
  • Going the extra mile whilst keeping a reality check
  • Michael, they want to change our EULA to be under US law, thoughts??
  • - build relationships - listen to 'use cases'Go to Meeting to record and reflect, share as a record to team members
  • Car on way to pubSlackTechnical/Commercial Team meetingsChat at desk (Oggi ringing the bell)
  • Oggi could external users be added on mass through the API?
  • SlackFile ServerChat at desk
  • Tourradars want Google Vision Landmarks
  • Building trust by demonstrating team involvement
  • Dom can you give me pricing for a dedicated instance of Chorus hosted on AWS 5TB, with 50 concurrent users
  • So Chris you are saying that you have already built a prototype for the passing of assets from Chorus into Jira?
  • Third Light remarkable difference
  • Build a referral engine based on a company who care, are responsive, honest ..... whose customer base are so happy they want to talk about us to others
  • Could these people lead us to new business and why would they want to?
  • Who is our ideal customer and what combination leads to our best work?
  • Original FootwearAqualungSixtFrancis CrickKelly Slater WavePhase OneClique
  • SlackPubKitchenPunting/Kitchen/Chatting/Foodie Tuesday
  • Get on telephone or 'appear in"
  • Chief competitive advantageNot enough to offer a nice featureMust be so special that people can't help talking about Third Light
  • Offer small steps
  • Reflect on how we worked togetherWhich Industry?What size?
  • Giving of time freely
  • Finding out Persona and responding accordingly
  • Can we set up your site for that 'use case'? We will make the Spaces you suggest and Light Theme it
  • Making it simple to understand if their Persona demands - respond according to need/personality
  • 'Can I make you a 'how to' video?''You would like details of our Security, yes I will send those to you.'
  • Bringing in other stakeholders
  • 'When would you like the next screen share?' 'Would you prefer that I visit in person'?
  • Send content to support and educate
  • Would you like our Business Case to save you time?How about a Case Study?Have you seen the Royal Albert Hall video?
  • Screen sharing together to say 'you are important to us'
  • Have you thought about how you will tag/share/download your assets?
  • Putting yourself in the prospects position
  • Problem? Why? Who? Where? What? How?
  • Using Marketing to build great content (Oooo and Megane with Industry specific Powerpoints)
  • Ready to land as customers?
  • Just one more question Roland
  • Contextualize trial sites and build in their use case to save them time. If necessary add 'how videos' and additional content to Admin Space. Make oneself available on
  • The landing lights at Third Light
  • Focus on the people wecan truly give a positive result toAccept and move on if bad fit but try to be helpfuloil the referral engine
  • Now to the terminal with the Customer Success Team
  • Sprinkle a little more magic
  • Keeping their attentionNever leaving it too long to find a reason to get in touchAdd value in some way e.g. sending content Guide to Metadata...
  • Shall we prepare you a contract, how are you hosting, how much storage? 'Yes, you will get that straight away'
  • ResponsiveDe-Risk with site and as much time as they needTeam effort - involve Tech support, Dev, CS. Michael if requiredGenuine, Open with pricing
  • Simple remarkable difference which gives a competitive advantage. It's not enough to give a nice feature. This must be something so special that people can't help talking about Third Light. If the core difference doesn't stop and make people take notice we still have work to do.
  • The customers will talk about us and give referrals
  • I love working with Third Light
  • Thank you for listening
  • The real remarkable difference
  • Videos from Albert Hall/Southampton Football ClubCase Studies from Victoria University, Sixt, British Ports, Kelly Slater Wave
  • Image Attributions: ( - Free-Photos - License: Free for Most Commercial Use / No Attribution Required / See for what is not allowed
  • 'There are no cover bands in the rock and roll hall of fame' Talk-able differences must be original, real and compelling. We have to be the company who are quick to contact, speedy in doing what we say we will do, customising their trial site, giving of our time for screen shares, pulling in colleagues who have expertise.
  • Our Morale Officer

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