Sales for Startups. Atlas Accelerator, the largest venture accelerator in the northwest, hosted this symposium on sales. It was held on 1/27/2011 and attended by about 30 CEOs, angel investors, VCs, and sales executives.

1. Sales For Startups Atlas Sales Symposium January 2011

5. Sales 1.0 Buyers depended on vendors for information

6. 70% - 90% Of leads generated by marketing are never followed-up with by sales. Source: Marketing Sherpa

7. 40% Of salespeople’s time is spent preparing customer-facing deliverables. Source: Glen Petersen; The Profit Maximization Paradox

8. 15% 7% Of executives today say their meetings with salespeople meet their expectations. Source: Forrester Research Of these executives say they schedule follow up meetings. Source: Forrester Research

9. 1/2 Of all salespeople did not hit their 2009 quota. Source: IDC

10. The Explanation 70% Of the buying journey is complete before it gets to a salesperson. Source: Sirius Decisions

11. Sales is not just Sales

12. What We’ll Cover Market phases Sales vs. product problem Data and analytics Sales basics Sales 2.0 strategies

13. Success in Startups Sales Market Exploitation Market Investigation Market Exploration Time

14. Market Phases

15. Market Phases – In Depth

16. Getting It Wrong Sales We THOUGHT we were here Market Exploitation Actually, we were here Market Investigation Market Exploration Time

17. The Right Tools, The Wrong Situation

18. Tom Huseby Seapoint Ventures

19. The Stair-step Approach to Enterprise Sales The Customer You Want To Get Here The Customer He Needs to See Using Your Product Before Buying The Customer He Needs to See Using Your Product Before Buying Start Here The Customer He Needs to See Using Your Product Before Buying The Customer He Needs to See Using Your Product Before Buying

20. Henry Albrecht Limeade

22. Avoid bitter obsession & splinters Sewage – Alpha, Beta, consumers Plankton Shrimp Herring Salmon Seal Orca – TBA! Moby Dick Thoughts (MSFT, Cleveland Clinic, industry, circles around)

23. How Are You Doing

24. Sales Reporting Monthly Pipeline Opportunity Age Sales Pipeline

25. Sales Reporting

26. Sales Reporting Changed Opportunities Changed Leads

27. Sales Reporting 2.0 Email SEM / SEO Website Stats

28. Data Needs to be Analyzed

29. Anne Payne BeDynamic

30. Cy Young Now that you have their attention….. Art of the Pitch

32. Elevation

33. Homework

34. Relevance

35. Brevity

36. WIFT

37. Gift

40. Elevation

41. Homework

42. Relevance

43. Brevity

44. WIFT

45. Gift

47. “Walking the [digital] Halls” It’s all about relationships…

51. TA McCann Gist

52. Making sales a routine Daily, weekly, monthly, quarterly Notes and next actions Connect on personal and professional levels, look for an opening Become an expert “listener” Engagement is on their terms (timescale, words, topics…), not yours

53. Hitting the right target customer Profile, profile and profile Use a survey to organize, track and pre-qualify Fire the wrong customers early Hold the line on your pricing and terms, iterate slowly (quarterly, with board input)

55. The information hub Indentify the industry thought leaders Share regularly and contextually Recommend other solutions, even your competitors Consider your own thought leadership strategy (personal brand and social media)

56. Everyone leaves with a prize Tools and techniques Search.twitter.com – topic feeds Twitter Lists Export.ly Timely Vertical/personal targeting on other content sites (e.g. Slideshare, Quora…) Gist Prepping for your interactions (e.g. – meetings, calls…) Gist Lists Awesome content feeds to share Sharing groups of contacts amongst your team

58. Bill Furlong Escapia

59. You are incredible

60. Smart

61. Visionary

62. Proud

63. Magical and Revolutionary

65. Mega-X-Incredi-SalesMan

66. What it does Why it is great Why they need it

67. X Mega-X-Incredi-SalesMan

68. Ask about their problem Analyze their needs Offer your ideas

70. Sales-related MarketingDave Scott, CEO, Marketfish Supporting the sales process with good collateral, case studies, and all that crap…

71. Keep You Sales Reps Happy Vs.

72. How? Don’t Leave Them Hanging Empty-handed The Wrong Tool

73. Otherwise They’ll Fill In the Gaps(…and make a mess in the process)

74. Top 5 Marketing To Dos To Support Your Sales Team Messaging Framework Teach them how to talk about your product Includes what to say, what NOT to say Case Studies Supply one per vertical or customer type Follow the “P.S.R.” method Sales Presentations Provide “brand-compliant” slide-ware and make them use it Allow sales executive to edit and customize One-pagers Includes a brief overview of the company Explain why your company is relevant to the reader References and Testimonials Supply one per vertical or customer type, keep it current Know your customers limits – quote vs. call vs. media

75. Sales 2.0

76. The Funnel Social Media Partners Blogs Events PR SEM Email Prospecting Lead Generation SEO Sales Marketing Lead Nurture/ Sales Process Leads Sales Process Opportunities Sales

77. You Need All of This Big Company ExecutionSmall Company Budget

78. Salesperson 2.0 Events Blogs PR Social Media PPC Campaigns Whitepapers SEM Email Partners Webinars Lead Nurturing Voicemail Delivery CRM Virtual Meeting Tools Online Click-to-Chat Reporting Sales Process

79. Five Sales 2.0 Best Practices Marketing Isn’t A Luxury Sell Before You’re on the Phone Leverage Technology to Improve Sales Effectiveness Data is Essential Think Sales AND Marketing

80. Contactross@atlasaccelerator.comTyler@atlasaccelerator.com