startup sales success

S t a r t u p S a l e s S u c c e s s

Thursday, October 10, 13

Design. Hack. Hustle.

Close.io -‐ Startup Sales Success Webinar


The Startup Hustle

1 - A focus on results2 - Impatience3 - Shamelessness4 - A strong follow up5 - Dealing with rejection6 - High values7 - Resourcefulness



Minimal Viable Pitch.



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


Minimal Viable Pricing.



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



Low Hanging Sales.



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



We want more sales. Let’s hire more salespeople?



Nope. Sales Hiring 101



Sales Explora8on Vs.

Sales Execu8on



Your Incubator is not a scalable source of leads.



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



Sales Execution Hiring1) Find great sales leadership2) Assembly Line the sales process 3) Scale



Sales Model ExploraGon:Predictable + Scalable



3 Steps to Sales Epiphany Step 1) Customer ProfileWho is ideal customer?How do we qualify them?

Step 2) Lead SourcesScalable sources for high quality leads?

Step 3) Sales ProcessMost successful way to sell to my marketInbound/Outbound ; Emails , Calls, Demos, Outside/Inside



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)



hIp://close.io/free-‐sales-‐course/Thursday, October 10, 13

http://close.io/free-sales-course/

http://close.io/free-sales-course/

Q & [email protected]



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mailto:[email protected]

S t a r t u p S a l e s S u c c e s s


startup sales success

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