What do salespeople love more than landing a 'dream lead'? Closing them. Learn which tips & tricks helped ironSource sales experts over the years. Special thanks to Ben Richter, Tal Shaked and Omri Henkin for sharing your sales secrets with us! Learn more here: www.ironsrc.com Follow us on Twitter: @ironSource

1. SALES TIPS & TRICKS

2. INVEST TIME
IN LEAD
QUALIFICATION
Research Your Leads!
∙ What are their products?
∙ Which of our platforms are relevant for them?
∙ Are they working with any of our competitors?
∙ Look for company press releases to find the right contact person for various
activities
HR - Organizational and Training Development

3. GET THE MOST
OUT OF
LINKEDIN
You Can Find Amazing Leads Through Linkedin!
∙ Try adding the contact before mailing him
∙ Premium accounts are WORTH IT
∙ For each company you are interested in, hunt for 2 contacts
∙ Contact your own level - bizdev to bizdev, VP to VP
∙ Consider creating your own Linkedin group, it is a great source of leads!
HR - Organizational and Training Development

4. INITIAL
CONTACT
Be Personal
∙ Make it short, specific and very precise
∙ Cold leads - When contacting someone you have never met before
∘ Make your approach personalized, show that you investigated.
∙ Try pushing for a phone call
HR - Organizational and Training Development

5. FOLLOW UP -
DON’T GIVE UP!
Trust Your Gut
∙ Don’t give up on leads you believe in
∙ When following up, help your contact give an excuse
∘ “Hey, I am following up on this, did you get a chance to go over it yet?”
HR - Training and Organizational Development

6. “HELLO, MY
NAME IS…”
CONFERENCES
Be Prepared!
∙ Have your elevator sales pitch ready
∙ Look sharp
∙ Make friends!
∙ Listen - understand your client’s needs in order to provide it.
∙ Every meeting is a chance to do business
HR - Organizational and Training Development

7. FACE TO FACE
MEETINGS
∙ Always research your meeting contacts ahead of time
∙ Be friendly!
∙ When visiting an existing client, especially abroad in a different country,
a small gift is always nice.
∙ Come prepared with an agenda
∙ Always make a round of introductions at the beginning of the meeting
∙ If you have live demos to do, always check a few times the same morning to make sure
they are working ahead of time
HR - Organizational and Training Development

8. TAKEAWAYS
∙ Invest time in your leads.
∙ Have confidence in your company and your unique offering!
∙ Keep your pitch short and focused, and always aim for human interaction
i.e. a call, Skype chat or meeting.
∙ Don’t give up, continue to follow up. Timing and luck have a lot to do with success.
∙ Every word counts. Paying attention to detail both in writing and in speaking
will get you far.
HR - Organizational and Training Development

9. THANK YOU
TAL SHAKEDBEN RICHTER OMRI HENKIN