SimpleCrew's Sales Strategies for Startups

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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…
  • SimpleCrew's Sales Strategies for Startups

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

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