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Startup sales success
- 1. S t a r t u p S a l e s S u c c e s s Thursday, October 10, 13
- 2. Design. Hack. Hustle. Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 3. The Startup Hustle 1 - A focus on results 2 - Impatience 3 - Shamelessness 4 - A strong follow up 5 - Dealing with rejection 6 - High values 7 - Resourcefulness Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 4. Minimal Viable Pitch. Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 5. Opening: Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program. What we do in a sentence is we provide companies with a sales team on demand. Does this sound generally interesting to you? Qualifying: ● What is your current sales process? ● Who are your customers? How do you get leads? ● What’s the customer life time value? Test Closing: ● We want to start in 4 weeks - does this work for you? ● The beta program is heavily discounted. It’s going to be $X/day per salesperson ● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make a decision? >>>Schedule Closing Call Thursday, October 10, 13
- 6. Minimal Viable Pricing. Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 7. How to price for products/features that are not ready? * Name a price * Discount price for early commitment * Move feature up in timeline for early commitment * Price reactions? Sweet spot: 20% Too High ; 60% High but Yes ; 20% No problem Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 8. Low Hanging Sales. Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 9. Low Hanging Sales * Family & Friends * Network * Investors * Use your title (Founder / CEO/ Etc) * Referrals & Introductions - Make lists - Do your homework (LinkedIn) - Write the email (template) - Be shameless Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 10. We want more sales. Let’s hire more salespeople? Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 11. Nope. Sales Hiring 101 Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 12. Sales Explora8on Vs. Sales Execu8on Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 13. Your Incubator is not a scalable source of leads. Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 14. Sales Exploration Hiring * Founder involvement a must * Hire 2 young/hungry SP ( 2 years experience) * Test, test, iterate * Wait till things are kinda figured out Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 15. Sales Execution Hiring 1) Find great sales leadership 2) Assembly Line the sales process 3) Scale Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 16. Sales Model ExploraGon: Predictable + Scalable Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 17. 3 Steps to Sales Epiphany Step 1) Customer Profile Who is ideal customer? How do we qualify them? Step 2) Lead Sources Scalable sources for high quality leads? Step 3) Sales Process Most successful way to sell to my market Inbound/Outbound ; Emails , Calls, Demos, Outside/Inside Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 18. Startup Sales Metrics # New Leads Per Month % Growth of # of New Leads Per Month % Leads that Qualify % Qualified Leads that Close # Average Time To Close $ Average Cost Per Acquisition (CAC) $ Average Revenue Per Close (CLTV) Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 20. Q & A steli@close.io Close.io -‐ Startup Sales Success Webinar Thursday, October 10, 13
- 21. S t a r t u p S a l e s S u c c e s s Thursday, October 10, 13