7/26/2019 TOFI March 30, 2015 Sales: Rao

1/20

The story of how we got sales and traction

Shrad Rao | CEO @Wagepoint | www.wagepoint.c

http://www.wagepoint.com/

7/26/2019 TOFI March 30, 2015 Sales: Rao

2/20

Startups are like a game of chesin reverse.

CONTEXT

7/26/2019 TOFI March 30, 2015 Sales: Rao

3/20

1. Identifying and closing very first pacustomers

2. Best practices to charge these first pcustomers

3. Sales Conversion funnel

4. Hustling to create a culture of Sales

AGENDA

7/26/2019 TOFI March 30, 2015 Sales: Rao

4/20

Leave the building to find out

IDENTIFYING EARLY CUSTOMERS

Who are you selling to?

What pain are you solving?

Why should they care?

7/26/2019 TOFI March 30, 2015 Sales: Rao

5/20

Validate early customers withmechanical turk.

IDENTIFYING EARLY CUSTOMERS

7/26/2019 TOFI March 30, 2015 Sales: Rao

6/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

7/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

8/20

Three Ways to get Early Lead

IDENTIFYING EARLY CUSTOMERS

Cold Emails

LinkedIn In mails

Referrals

7/26/2019 TOFI March 30, 2015 Sales: Rao

9/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

10/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

11/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

12/20

Split test your pricing.

BEST PRACTICES AROUND PRICING

Pricing Plans

Free vs. Paid Subscription

One Plan

7/26/2019 TOFI March 30, 2015 Sales: Rao

13/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

14/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

15/20

7/26/2019 TOFI March 30, 2015 Sales: Rao

16/20

Engage with a demo

SALES CONVERSION FUNNEL

Assist with the set up

Follow up & nurture leads with

content

Follow up, Rinse, Repeat.

7/26/2019 TOFI March 30, 2015 Sales: Rao

17/20

SALES CONVERSION FUNNEL

Leads to CustomersLeads

Demo to understand needs, pain

points, etc. Educational content to help them

make a decision i.e. white papers,

guides, etc.

Email follow ups once every 3 days

for the first two weeks

Trial

Emphasize set up assistance,

highlight it is free to use

Demonstrate expertise

Share customer testimonials /

relevant industry content

Phone calls to touch base once

every week for the first two weeks

Cu

Welcome em

Trigger-basedlike Intercom

Exceptional s

break in the e

Emphasize s

share helpfu

every 1.5 mon

7/26/2019 TOFI March 30, 2015 Sales: Rao

18/20

Metrics

CREATING A CULTURE OF SALES

Recognize and reward

Measure and reward performan

7/26/2019 TOFI March 30, 2015 Sales: Rao

19/20

Get in front of your ideal customer and talk to them. Accept rejepart of the process.

Theres no golden rule for pricing - split test what works best witcustomer base.

It all boils down to follow up with the right material when you wa prospect from a Lead to a Customer.

Get a weekly pulse on your KPIs like MRR, CAC, Trial to Activaand Churn.

RECAP

7/26/2019 TOFI March 30, 2015 Sales: Rao

20/20

Lets be friends!

Shrad Rao | CEO @Wagepoint | www.wagepoint.c

http://www.wagepoint.com/