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SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
SimpleCrew's Sales Strategies for Startups
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SimpleCrew's Sales Strategies for Startups

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Presented July 3, 2013 at Start-Up Chile …

Presented July 3, 2013 at Start-Up Chile

In this presentation, I shared the philosophy, tools, and strategies I learned selling ads for Yelp, and how I've adapted them in selling Simplecrew to SMBs.

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  • Other things that matter?- FundraisingAccounting
  • How many of you have heard of this?
  • Show of hands…
  • Who’s selling in B2B? Also for consumer products w/ advertising models (yelp)MarketingFundraisingPRHiringGov’t ProcurementDating/Relationships
  • Pain Points => Who here has read Lean Startup? Does this sound familiar to you?
  • Examples of emotion:Acquisitions as fear of loss (I-gram, bidding wars)First 3-location deal, Mario/Lena. $12,000 dealHerd mentality of fundraisers
  • ain’t nobody got time fodat…
  • Transcript

    • 1. simplecrew sales strategy Alan VanToai, Co-Founder Start-Up Chile – July 3, 2013
    • 2. about me simplecrew Co-Founder Regional Brand Manager Account Executive
    • 3. “For a company to be successful, there are literally only two functions the company has to perfect. Building and Selling. Thats it.” - micah baldwin the importance of sales @VanToai
    • 4. building & selling = all that matters Everything Else is Peripheral @VanToai
    • 5. hacker/hustler duo @VanToai
    • 6. are you technical? @VanToai
    • 7. are you *not* technical? @VanToai
    • 8. who is this for? @VanToai
    • 9. 1. The Pipeline 2. The Sales Pitch 3. General Sales Advice 4. Tools of the Trade what you will learn @VanToai
    • 10. Email: alan@simplecrew.com Tweet: @vantoai questions… @VanToai stop me at any time.
    • 11. 1. the pipeline 2. The Sales Pitch 3. General Sales Advice 4. Tools of the Trade @VanToai
    • 12. • Local Business Search & Reviews • 102M Unique Visitors/mo (Q1 2013) • 39M Reviews • 21 Countries • $2.22B Market Cap (NYSE: YELP) overview @VanToai
    • 13. search results ads Ads Above Search Results
    • 14. competitive ads Ads on Competitors Pages
    • 15. premium profiles HD Slideshow 3 min Video Announcement Removal of Competitors Ads
    • 16. advertising packages • $350/mo - $1,050/mo • # of Ad Impressions • # Impressions Varied by Industry • 3, 6, 12 Month Contracts @VanToai
    • 17. the ad sales job • 60-80 Phone Calls/Day • 3-5 Hours/Day • Mostly On-Script • $20k/month Quota @VanToai
    • 18. • Mobile Photos for Teams • 17 Paying Customers • $59/mo Average Revenue/Customer • $1,015/mo Total Revenue overview @VanToai
    • 19. product Photos Names, Dates & Times GPS Locations Reports Team Stats
    • 20. pricing/packages • 14-Day Free Trial • No Long-Term Contracts • Upgrade/Downgrade/Cancel Any Time @VanToai
    • 21. Leads Trying to Reach Decision-Maker In Contact with DM Pitch Appointment Set Pitched Warm or Hot Won Lost phone sales, hard close @VanToai
    • 22. Leads Trying to Reach Decision Maker In Contact w/ DM Interested Free Trial Lost Won email sales, free trial @VanToai
    • 23. 1. What is Yelp? 2. What is SimpleCrew? 3. Yelp’s Pipeline 4. SimpleCrew’s Pipeline summary: the pipeline @VanToai questions?
    • 24. 1. The Pipeline 2. the sales pitch 3. General Sales Advice 4. Tools of the Trade @VanToai
    • 25. 1. Ask Questions 2. Sell the Company 3. Sell the Product 4. Ask for the Close 4b. Handle Objections anatomy of a sale @VanToai
    • 26. • Build Foundation of Trust • Show Understanding • Part of the Community • *Uncover Pain Points • *Reveal Buying Process 1. ask questions @VanToai
    • 27. • Yelp = Social Proof – Press pieces – Success stories/case studies – Google Trends analysis 2a. sell the company: @VanToai
    • 28. • Startup = Tell Your Story –Part of the Community –Basis for authority –Press & Case Studies 2b. sell the company - you @VanToai
    • 29. • Walk Through the Demo • Relate Features to Pain Points 3. sell the product @VanToai
    • 30. product overview Photos Names, Dates & Times GPS Locations Reports Team Stats
    • 31. • Be Assumptive • Make Next Steps Clear 4a. ask for the close @VanToai
    • 32. • Dig for the Real Objection • Answer with a Question • Math, Logic & ROI? No. • Use Emotion • Money = Non Issue 4b. handle objections @VanToai
    • 33. summary: the sales pitch 1. Ask Questions 2. Sell the Company 3. Sell the Product 4. Ask for the Close 4b. Handle Objections @VanToai questions?
    • 34. 1. The Pipeline 2. The Sales Pitch 3. general sales advice 4. Tools of the Trade @VanToai
    • 35. ask questions @VanToai
    • 36. observe “buying questions” @VanToai
    • 37. closed-lost often "Spend less time trying to convince people, spend more time trying to find people who are already convinced" @VanToai
    • 38. @VanToai
    • 39. further along = more touch points @VanToai
    • 40. Leads Trying to Reach Decision Maker In Contact with DM Pitch Appointment Set Pitched Warm Pitched Hot Won Lost @VanToai
    • 41. balance: reminding vs annoying @VanToai
    • 42. Self-Service Email Phone In-Person time/energy/cost depthofrelationship @VanToai
    • 43. 1. Ask Questions 2. Observe “Buying Questions” 3. Closed-Lost Often 4. Further Along = More Touch Points 5. Balance Reminding vs Annoying 6. Self Service < Email < Phone < In-Person summary: the pipeline questions? @VanToai
    • 44. 1. The Pipeline 2. The Sales Pitch 3. General Sales Advice 4. tools of the trade @VanToai
    • 45. the toolbox @VanToai CRM Email Productivity Customer Insights Notes & Religion
    • 46. • phonebook • notepad • to-do list • calendar collaborative (or other CRM) @VanToai
    • 47. how we use CRM 1. Contact Info & Notes 2. Logging Interactions 3. Scheduling To-Dos 4. Managing The Pipeline @VanToai
    • 48. contact info & notes
    • 49. logging interactions
    • 50. scheduling to-dos
    • 51. managing the pipeline
    • 52. how we use it 1. Tracking Opens & Clicks 2. Email Templates 3. Email Reminders @VanToai
    • 53. tracking opens & clicks
    • 54. email templates Track CRM
    • 55. email reminders
    • 56. how we use it Contact Insights. @VanToai
    • 57. contact insights
    • 58. how we use it 1. Notes During Sales Calls 2. Everything @VanToai
    • 59. one example…
    • 60. evernote (respect.) shout out to the boss hog, @plibin @VanToai
    • 61. 1. Salesforce (or other CRM) 2. Yesware 3. Rapportive 4. Evernote summary: tools of the trade @VanToai
    • 62. Slides: www.SimpleCrew.com/Sales Alan VanToai, Co-Founder Alan@SimpleCrew.com @VanToai thanks!

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