Sales4StartUps Event, Inside Sales 101 at Wilson Sonsini in Palo Alto, CA

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Who would attend?
Founders interested in developing an inside sales process and team.
Founders interested in learning how to generate early prospects/leads.
Early business side employees at startups who have been tasked with selling.
Anyone interested in startup sales!
Topics include:
Agenda:
6pm-645pm -- Networking
650pm-7pm - Intro by Kai Chang
7pm-730pm - Jorge Soto - "Inside Sales Roles" and "How to Create Outbound Prospect Lists"
735pm - 805pm - Steli Efti - "Cold Emailing & Calling 101" and "The Four Stages of Startup Sales Hiring"
810-840pm - Ilya Lichtenstein "Rapidly growing your sales pipeline"
845-9pm Q&A

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Sales4StartUps Event, Inside Sales 101 at Wilson Sonsini in Palo Alto, CA

  1. 1. 2014 Sales Speaker Series: Inside Sales 101 for Startups Ilya Lichtenstein Steli Efti Jorge Soto #s4s | @sales4_startups
  2. 2. 2014 Sales Speaker Series Inside Sales Roles & How to Create Outbound Prospect Lists Jorge Luis Soto
  3. 3. Agenda -Who I am -What is Inside Sales -Inbound vs Outbound -Lead Qualification Cycle -Inside Roles to Consider -Walk Through: Create Prospect List ----Tools & Steps
  4. 4. Who I Am 10 + years Door-to-Door to Enterprise
  5. 5. Who I Am
  6. 6. Who I Am
  7. 7. What is Inside Sales
  8. 8. Individuals who sell by phone and normally do not leave the office. “remote sales,” most lately called “virtual sales,” or professional sales done remotely. - Ken Krogue
  9. 9. Inbound vs Outbound
  10. 10. Inside Roles to Consider Inbound Qualifier Outbound Hunter SMB/Mid-tier Closer
  11. 11. Lead Qualification Cycle Inbound Sales Qualified Leads Outbound Sales Qualified Leads “The Handoff”
  12. 12. Walk Through: Create Prospect Lists!
  13. 13. Tools and Services
  14. 14. Who is my Prospect and Where is their Data? Initial Qualifiers/Rules Department Titles Linkedin, AppStore
  15. 15. Find Contact Info
  16. 16. Organized (where you store and find your leads)
  17. 17. Import In CRM
  18. 18. Attack!

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