Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup Sales Sins

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7 Daily Startup Sales Sins by Gabe Luna-Ostaseski Sales Hacker Conference San Francisco - November 6, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.

Sales

HOW TO AVOID
• Focus on less segments &
verticals, optimize them
then replicate
• Focus on customers with
most urgent, pervasive
and costly need
4

HOW TO AVOID
• Recognize these are
two different jobs
• Blueprints first,
build second
6

HOW TO AVOID
• Recognize difference
between traction and scale
• Get sales people profitable
before hiring more
• Total visibility into
all stages of the
sales process
8

HOW TO AVOID
• Start charging early
• Focus on getting to breakeven
• Cut frivolous spending
10

HOW TO AVOID
• Segment job roles
• Delegate or outsource
low leverage tasks
• Remove client success
from responsibilities
12

HOW TO AVOID
14
• Remove ego from
decision making
• “What do the
numbers say?”
• Let data drive
decisions

HOW TO AVOID
• What gets measured
gets managed
• Trending in reporting
• Identify and manage
lead measures
16

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Role of listening in selling or negotiation..pptx

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Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup Sales Sins

2. The startup sales Cycle 2 Customer Discovery Customer Validation Customer Creation Company Building Incubate Accelerate Stabilize 3-6mo 8-14mo 8-14mo

4. HOW TO AVOID • Focus on less segments & verticals, optimize them then replicate • Focus on customers with most urgent, pervasive and costly need 4

6. HOW TO AVOID • Recognize these are two different jobs • Blueprints first, build second 6

8. HOW TO AVOID • Recognize difference between traction and scale • Get sales people profitable before hiring more • Total visibility into all stages of the sales process 8

10. HOW TO AVOID • Start charging early • Focus on getting to breakeven • Cut frivolous spending 10

11.

12. HOW TO AVOID • Segment job roles • Delegate or outsource low leverage tasks • Remove client success from responsibilities 12

13.

14. HOW TO AVOID 14 • Remove ego from decision making • “What do the numbers say?” • Let data drive decisions

15.

16. HOW TO AVOID • What gets measured gets managed • Trending in reporting • Identify and manage lead measures 16

Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup Sales Sins

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