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Sales 101 for your Start-up,[object Object],Mark I LaRosa  ,[object Object]
Things to consider,[object Object],Who do you sell to? (sniper or shotgun),[object Object],Do you market or sell?  (both),[object Object],When do you hire someone to focus on revenue?,[object Object],Who do you hire?  Blue Jeans or Grey Hair,[object Object]
Different types of sales / salespeople,[object Object],Type of customer and product drives type(s) of sales functions needed:,[object Object],Marketing,[object Object],Business Development,[object Object],Inside Sales / Tele-sales  ,[object Object],Outside Sales  ,[object Object],Account managers  ,[object Object],Hunters vs Farmers,[object Object]
Pipeline,[object Object],[object Object],           various stages,[object Object],[object Object]
PR is best (driving inbound) = qualified leads
Outsourced lead-generation
Hourly  /  Success-based,[object Object]
RESIST DEMOS,[object Object]
Embrace the word “NO”,[object Object],Ask for the sale,[object Object],No gives the chance to ask why?,[object Object],No can mean:,[object Object],Not now,[object Object],Not in that way,[object Object],Not at that price,[object Object]
negotiation,[object Object],If I… will you….,[object Object],Good Cop – Bad Cop,[object Object],End of quarter pushes,[object Object]
You never call anymore,[object Object],Use the phones….,[object Object],SEO is great, but nothing beats personal contact.,[object Object],Don’t expect your prospects to do the hard work,[object Object]
Managing sales people,[object Object],Manage to metrics,[object Object],Ultimately expect results,[object Object],Let comp plan do the heavy lifting,[object Object],Press on accelerating the close,[object Object],Flush out deals that are not real,[object Object],Don’t let salespeople trend to the easier conversations,[object Object],Great salespeople are easier to manager,[object Object]
Compensation terms and basics,[object Object],[object Object]
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Sales 101: Presentation given at DreamIT Ventures

Notas del editor

  1. Started as a programmer – founded my own start-up – quickly moved into salesBeen doing sales for over 15 years for start-ups and other small and growing companiesBuilt sales teams – and never missed quota
  2. Types of Customers Consumers Small Businesses Enterprises Marketers
  3. How to get volume up: PR is the best – qualified leads Articles. Blogs, Linked-in, etc.
  4. The Genius of never logging into the software I was selling.Focus on how you are going to change their world – not how its done with your productIf you can convince the customer that you will change their world… the rest is gravy.They can live with imperfections in the product – they understand the true valueAngelsoft: Came in and changed the presentation from walking through the day in the life to value
  5. No Demos! Demo’s are chances to screw up, Show pre-recorded videos if you have to
  6. Why?Too expensive,
  7. SPIF = need a customer in Consumer packaged Goods, need a contract over $10,000 in value