Funnel Building & B2B Sales ( Batch 11 - September 2025) Registration closes: 16-09-2025 23.55
This camp is primarily for Batch 11 startups, but startups from other batches are also welcome to participate.
Welcome to the Funnel Building & Sales Camp
About the camp:
Until you have sales, a startup is still only a napkin-idea or well-funded hopes and wishes. Revenue defines whether there is a business or not. But for early stages startups, this does not come by itself. On the camp you will learn how to build your sales-funnel, structure your marketing activities in a media plan, convert leads to paying customers, avoid rookie mistakes and increase your chances of succeeding in personal sales.
Facilitator: Peter Bjørn
After several years as a commercial leader in Danish industrial companies, Peter has been an advisor for over 15 years, focusing on strategy and go-to-market for B2B companies. For the past 6 years, his focus has been exclusively on helping B2B SaaS/tech startups and scaleups achieve commercial success.
Facilitator: Martin Bjørn Madsen
Martin has a commercial background and has been responsible for sales in several startups and scaleups within the tech world. In 2017, he co-founded Playable and served as CEO until 2023, when he became an independent advisor focused on helping startups and scaleups in B2B SaaS/tech achieve commercial success.
Note: After the camp, there will be an online post-session with Q&A on October 1 from 2:30–4:00 PM. During this session, Peter and Martin will answer all the questions that will inevitably arise once you start applying what you’ve learned at the camp. This is an excellent opportunity to receive additional feedback on your specific startup situation from top mentors in the field and your peers. So, add this to your calendar when you sign up for the camp!
PREPARATION:
The workshops build on previous Beyond Beta sessions, and completing the assigned homework is required.
Prepare your working document (1-2 slides) per day with the answer to these questions and send them to hello@peter-bjorn.com no later than September 21:
DAY 1
1. Define your Beachhead Customer Segment
Paint a clear picture of the customer you are targeting.
Tool in the content platform: Beachhead
2. Define your offering
Your product/solution; what you are selling right now.
Tools in the content platform: Benefits & Value / Value Proposition (selected aspects)
3. Define your value proposition
Which benefits does the product have?
What value does the product give?
How is the product unique from competition?
Tools in the content platform: Benefits & Value / Value Proposition (selected aspects)
DAY 2
1. Set your sales target for the next year
Your ambition and “best educated guess” on number of customers and end-of-year revenue.
Tool in the content platform: Projection Tool
2. List the top 10 potential customers you want to reach out to
From your Beachhead Customer Segment. List name of the company + the role within the company you want to reach out to.
Tool in the content platform: Beachhead
3. Develop your sales script
What would you say to a Beachhead Customer tomorrow? Think of it as your script / approach for reaching out to a potential customer.
Tool in the content platform: None - however plenty of inspiration on the next slides.