Designing the Deal – Mastering B2B PoCs

Date: December 5, 2024
Location: Online on Zoom

Join us for this comprehensive full-day workshop tailored to B2B sales with a dedicated focus on guiding startups through the journey from initial matchmaking meetings with corporate or public sector entities to designing successful deals. Our workshop aims to equip you with the essential tools to secure more successful collaboration deals.

In this full-day pilot sales workshop you will learn:

  • The importance of formulating common and measurable goals
  • How to map stakeholders and decision-makers
  • How to carry out a professional needs assessment
  • How to present your solution so that it matches customer’s challenges and business pains
  • The success factors and the different criteria used by the public sector and private companies e.g. the decision-making processes and the procurement rules
  • How to deal with opposition, negotiate the pilot price and close the deal

During the workshop, you will also have the chance to share experiences with other startups.

How does it work?

  • Register to participate in the workshop
  • We will arrange a 30-minute interview with you prior to the workshop. The interviews will be conducted over the phone on December 3. Please specify your preferred time for the interview during registration.
  • The full-day workshop will be held online on December 5 from 9:00 to 16:00.
  • The workshop will be followed up by individual coaching with an expert business coach

Who can participate?

Startups that have signed up for Ignite Sweden are welcome to participate in this workshop. Please note that startups that have previously had meetings with potential customers at an Ignite matchmaking event will be given priority to join, as we have limited capacity with only 8 spots available for this full-day workshop. Unfortunately, we cannot admit startups that are currently participating in an incubator program. Your participation is funded by Vinnova. More info below.

Meet our Head of Sales Coaching, Christian Malmsten

The mastermind behind the development of the unique methodology for Ignite’s successful sales process will be your coach for this session! Christian’s wealth of experience has helped startups successfully sell their solutions to B2B customers, resulting in over 600 collaborations between startups and corporates since 2017!

Christian is an experienced coach and salesman who has worked in sales for 26 years. For over a decade, he has helped over 300 startups within areas such as IT, ICT, sustainability, and life science achieve their goals.


Your participation in this workshop is made possible by the funding we receive from Vinnova (referred to as “verifieringsmedel” in Swedish) to support the commercialization of your innovation.
Upon completing this workshop, you will be required to sign a form consenting to Ignite Sweden receiving funding from Vinnova. The funding will be 6250 SEK per participating company. Our team will contact you with instructions on how to proceed.
Click here to read more about this funding here

Due to this funding, we cannot accept startups currently participating in an incubator program with any of the incubators that are a part of Vinnova’s national incubator program Excellence.
Please note that a 2000 SEK no-show fee will be charged directly to your company if you fail to inform us that you cannot attend within 48 hours prior to the workshop.

How to join this event

Don’t forget to navigate to “Events” and apply to join this event once you have completed your company’s profile, otherwise we won’t get your application.

Please note that our matchmaking meetings are carefully curated based on a potential business opportunity. Unfortunately, we cannot guarantee that there will be any matches for your startup or how many meetings each startup will get.

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