Third mentoring and training session: Negotiation techniques with suppliers

On Monday, May 6, the participants of the acceleration program Santalucía IMPULSA attended their third training and mentoring session. This time the workshop was about about sales techniques to large corporations and in it, entrepreneurs saw how a complex sale between a large corporation and a startup can be carried out effectively. The training was given by Francisco Estevan and Manuel Martínez, who made clear the importance of knowing the deadlines and processes of large companies in order to make an effective sale.

The workshop began with the help of Francisco Estevan, CEO of Innsomnia, whose presentation began with advice and warnings about what it is to negotiate with a large corporation. The participants learned that The product must be the star, and that when presenting it, they must state directly how much money they save and how much they lose if they do not bet on their product or service. “Don't go with the same hammer and hit the same nail, it opens two or three paths at once: innovation, business, technology...”, he suggested to the attendees. Francisco Estevan gave an excellent talk with multiple real examples that kept entrepreneurs very attentive throughout the day.

Manuel Martínez, with 22 years of experience in B2B business development and B2B sales, began his speech by encouraging the participation of all participants talking about their respective business models and their value propositions. He spoke about the different levels of risk in B2B businesses, the mission of each one as professional value sellers and everything that encompasses complex B2B sales. ”You have to make it easy for the interlocutors”, he said as a way to be more likely to succeed. In addition, entrepreneurs defined their map of interlocutors, what they want and what their value proposition is for them.

Both professionals shared their knowledge and experience in the field to help program participants better focus on their Strategy with large corporations. The training was carried out after mentoring in the morning where, once again, each startup met with their mentors from Santalucía and Innsomnia to discuss and advance the projects.

The third edition of Santalucía IMPULSA began on March 25. The first training was on the digitalization of the insurance sector, new business models and the impact of new technologies on the insurance world. The second was about personal and team productivity. We are already almost in the middle of the program, there are still three more training courses ahead and also several mentoring sessions before the final demoday, where each startup and entrepreneur project will present the work carried out during these months.