30 sales tips to build and grow your startup by jon woodroof and enoch pakanati
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30 tips on how to build and grow your sales
@EnochPJames of @theSMarketers & @JonWoodroof of @twotoneamsImpact Chapter: Start-up Challenge | #impactchapter | April 14, 2016
The Presenters
Jonathan WoodroofTwo Tone Amsterdam
Enoch PakanatiThe Smarketers
Twotone Consulting is a sales, marketing & PR agency based in Amsterdam.
OFFERINGS
Sales Process Assessment
Sales-Marketing Alignment
Sales Strategy
Inbound Marketing
Branding and Promotions
Marketing Strategy
Lead Generation
Lead Nurturing
SEO
PPC
Marketing Process Assessment
Website Design + Development
Startups
Customers
You’ve been workingsuper hard
BUTYou’ve hit the wall
with these questions
1How can I get payments?
What can I do to reduce burn
rate?
2
How can I raise
more funds?
3
How can I increase my customers?
4
How can I motivate my
team?
5
What can I do to scale?
6
Here’s what you gotta do
Need to get stuff done? =
HUSTLE
Need to get stuff done? =
HUSTLE
CEO = Sales Guy
Start before your start
Start before you startselling developing
CreateCompetitor
AnalysisBuyer
Personas
Sales andMarketingStrategy
Your desperation kills sales
Practice your PITCH
Align Sales and Marketing
UseInfluencers
Leverage the power of
Social
Want to get found?-
Leverage Content
DO NOT FORGET - Follow Up!
Be BOLD - Don’t be shy to sell
Hire a sales
personbetter than YOU!
Your Ideal Customer Profile
Pitch Based on Pains + Useful Tools
Find & Hire Sales People
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
Creating your Ideal Customer Profile (ICP) on a company and
employee-level.
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
1. Don’t start with
tactics, start with data
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
2. Your ideal
customer profile#ICP
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
2. #ICP
Who will benefit the most from your
products or services?
bit.ly/IdealCustomerProfile
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
2. #ICP
Who will benefit the most from your
products or services?
• You can close a deal <30 days• Taking the startup runway into
consideration• Companies <200 employees• Easy to talk to• Abundance of them
Target Customer
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
2. #ICP
Who will benefit the most from your
products or services?
• Corporates• Long sales cycles• May not be able to close deal
now• Challenging to gain access• 1k+ employees
Ideal Customer
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
Pitch your ideal customerbased on the pains
your product or service solves&
leverage tools to optimize process
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
Lead Generationcompanies
people
contact info
outreach
meetings
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
3. List building via Linkedin
- linkedinexporttool.com- data-miner.herokuapp.com
Premium account• 31 day trial
• 16 filters in total
Boolean Search
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
4. Add contact data to your list
- Email Permutator (rapportive test)- Freelancers (e.g. upwork.com)- Automation(Findthatlead,Sellhack)
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
5.Canned
responses:repeat yourself
well
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
5.#emailforlazypeopl
e
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
5.Canned
responses:repeat yourself
well- 1. Introduction- 2. Benefits (pains your product
solves)- 3. Call to Action
1.2.3.
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
6. Define the
process
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)
• Client sends over information for Proto to review DONE (April 8)
• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)
• Client approves the Ballpark Proposal
• Proto sends Master Services Agreement
• Client signs Master Services Agreement
• Proto sends Invoice for Deposit
• Project lead is assigned and becomes main point of contact
• Proto updates project management tool with Tasks, Stories and Milestones
• Client and Proto Work begins, Client is invoiced monthly
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
7.Ask consistent
open-endedquestions
to qualify leads
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
8.Budget
conversations are hard
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
9. ALL the
reminders!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
10. Scheduling
meetings hurts.Ease the pain!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
10. Scheduling
meetings hurts.Ease the pain!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
10. Scheduling
meetings hurts.Ease the pain!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
10. Scheduling
meetings hurts.Ease the pain!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
11. How best to
engage lists: quickmail.io
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
11. How best to
engage lists: quickmail.io
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
11. How best to
engage lists: quickmail.io
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
12. From anywhere
to Linkedin
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
12. The Salesloft Prospector
Chrome Plugin
http://bit.ly/SalesLoftChrome
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
13. Engage your
network when mentioned in the
news
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
14. Personalized
Linkedin invitations and
followups
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
15. The forward’able
introduction
http://entro.io
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
16. The Elevator
pitch
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
17. Twitter for
meetings at events
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
18. Yes, Instagram
for sales
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
19. Yes, Instagram
for sales
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
20. Yes, Instagram
for sales
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
21. Share lessons,
highlights, customers &
more
getrevue.co/profile/twotoneams
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
22. CRM?
your call.
nimble.com
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
23. Email tracking on
the fly
getsidekick.com/
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
Hiring sales people. How do you find them?How do you hire them?
&What questions do you ask?
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
24. Hiring sales
people.
Look for candidates that fit your
company’s specific core values and the sales culture
already on your team
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
25. How do you find
them?
1. Think Beyond Entry Level2. Consider Customer
Service3. Look At Financial
Services4. Coachability Is Key
Bonus tip: get involved with the community. Even organise an event yourself
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
26. How do you hire
them?
Look for candidates that want to start
their own business.
Here are some Do’s & Don’ts
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
27. How do you hire
them?
DO:• Honest about goals and
motivations• Could every new hire be future
GM? • References Really Do Matter• Don’t worry about on-point exp.• Insist on 2+ years of exp at deal
size
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
28. How do you hire
them?
DON’T:• Hire a sales rep to sell before
you can prove you can do it yourself
• Underpay• Hire because she worked at…• Hire folks you wouldn’t buy from
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
29. What questions
do you ask?• Ideal hiring profile (familiar?)• Candidates complete an exercise• Always check 2-3 references• Use a worksheet:
bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
30. Keep trying!
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
Thank you!
Add us on linkedin: linkedin.com/in/enochpjames & linkd.in/twotoneams
#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams
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