Sales HackerTIPS, LESSONS LEARNED, & WAR

STORIES FROM SEATTLE TECH SALES

Outline• Sales Techniques• Social Media• War Stories from the front lines

About Me

• Zach Roesinger• Commercial Real Estate

Medellin Colombia to Zillow Seattle & Kotis Design

• Outside Sales at Kotis Design• Fastest growing PNW 6/7 yrs.• Swag for colleges, breweries,

tech companies• Seth Godin Tribes

Land and Expand

• Grow your client base• Cold-Calling• Cold-Emailing• In-person meetings > Cold-anything• Send Samples and follow up until “no”• Prospect Cold 10 min meeting

Leave behind Proposal Follow-up Objections Small first order Referrals Growth their Biz

Social Media

• Twitter: @SeattleTechZach• Real time what important

• FaceBook: facebook.com/zach.roesinger• Photos / corporate culture

• LinkedIn: linkedin.com/in/zroesinger• Prospecting / current positions

• Hootsuite (30 minutes a week)• Organizing your social media channels

Wherever Whenever

• In person meeting • Drop by • Research prior to dropping in

• Who else is in the building?• Who is next door?• Who uses your product/service who

wants to be like your most successful clients?

The Right Fit

• Focus on what you like to do – in any industry there is a need for your product you just have to figure out where. Your Tribe.

• Try to do as much business with those people that you genuinely like and that like you.

MEETUP BNI SALESHACKER

• Attend the Meetups that interest you, but more importantly go with a goal

• BNI• SalesHacker

EXPERIENCE• Align your goals with the goals of

your CEO. What’s important to them should be important to you

• Leverage your previous experiences: Complete Global Sourcing capabilities

RELATIONSHIP BASED• Focus on long term relationships, not one

time orders (what does this relationship mean to you?)

• Steve Jobs, “Innovation is saying ‘no’ to 1000 things”

• The coffee test: Ask 10% discount, just because

War Stories

• Starting Small – BNI, Friends, Networks

• Always have a stack of business cards (x ) samples, examples and “just like you” stories

• Remember WIIFM (“What’s in in for me?”) Internally-Competitve Gary Vanynerchuk – “Ask 1st for a favor and you lose”

• Make sure that when people think of your product they think of you.• There’s a reason SWAG works

Big Companies have big resources. Be agile, pivot quickly, and listen to what your client is really saying.

On the Grind

Be Unique & Genuine

FINISHING DEPT

It’s a pun…get it?Want FREE SWAG??? Email or Tweet:

@SeattleTechZach or zach.roesinger@KotisDesign.com