Sales Hacking: Sales, Drugs and Remote Teams - by Paul DeJoe Learn how to get your 1st 1000 paying customers and run a remote SALES team. As a startup founder, there's no bigger challenge than how to acquire customers. Paul DeJoe shares his detailed, step-by-step process on how to get customers for your business. This interactive, step-by-step guide isn’t some high level courseware or general sales tips; but a comprehensive, real-world process for implementing a successful customer acquisition strategy. You can implement the steps within this guide right now to: Understanding Who Your Customers Are - Paul takes you through his methodology of developing comprehensive customer portfolios and how to turn them into evangelists. How To Master Your Messaging - Get the basics of copywriting, effective headlines, and how to create findable and shareable content. Increase Retention And Paid Conversion - Paul covers how to develop Key Pivotal Indicators, define a sales event trail, and a referral system to get users on board faster. Interactive Content - Dozens of expert insight directly from Paul to help you get the most out of each step; authentic documents used by Paul many times over; and the benefits of the Accel.io platform to interact with others using the same guide! Don't fall into the "build it and they will come" trap - make getting your first customers simpler with this comprehensive process Paul has refined and used over his past 3 startups. FREE DOWNLOAD: Beginner's Guide to Sales: https://itunes.apple.com/us/book/the-beginners-guide-to-sales/id645775469?mt=11 About Paul DeJoe: Paul is the CEO of Ecquire, software for lead management. He serves as the Entrepreneur in Residence at Fairbridge Venture Partners, has been featured in the Wall St. Journal, Business Insider, Forbes, Inc., is a Mentor for the Thiel Fellowship, and advisor to 4 startups. He has built three different startups from idea to sustainability and beyond.

1. H O W T O G E T
1K CUSTOMERS
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

2. PRODUCT
Sunday, August 11, 13

3. WHY YOU’LL
FAIL
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

4. PRODUCT MARKET FIT
THE MARKETYOU
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

5. In a terrible market, you can have
the best product in the world and
an absolutely killer team, and it
doesn't matter -- you're going to
fail.
-MARK ANDREESEN
Sunday, August 11, 13
Product that can satisfy the market.

6. Even if you aren't the smartest
person around, and your product
is kind of ugly and broken, you
can still be very successful, if
you just build the right product.
Humility and Pay Attention
-PAUL BUCHHEIT
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

7. CAC ≠ 3x LTV
COST OF CUSTOMER ACQUISITION
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

8. CAC ≠ 3x LTV
LIFETIME VALUE
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

9. ONE QUESTION QUALIFICATION
YOUR SOLUTION THEIR PROBLEM
Sunday, August 11, 13
One question qualification
- Should be about the biggest pain point your product solves. If they have it then you've qualified them as well. Qualification is the most important step in the process.
(use the same build you did for the latest ecquire slide where the two circles move in to overlap. The two circles would be just a question mark and maybe an icon for qualification)

10. ONE QUESTION QUALIFICATION
QUALIFIED
Sunday, August 11, 13
One question qualification
- Should be about the biggest pain point your product solves. If they have it then you've qualified them as well. Qualification is the most important step in the process.
(use the same build you did for the latest ecquire slide where the two circles move in to overlap. The two circles would be just a question mark and maybe an icon for qualification)

11. 1. AHA
AHA MOMENT
2. EARLY
3. OFTEN
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

12. AARRR
ACQUISITION
ACTIVATION
RETENTION
REFERRAL
REVENUE
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

13. VIRALLY
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

14. 7 in 10
K
Sunday, August 11, 13

15. VIRAL COEFFICIENT
# of new customers that each existing customer is
able to successfully convert
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

16. VIRAL COEFFICIENT
# of new customers that each existing customer is
able to successfully convert
10 Initial customers at time 0
10 number of invites set out by each new customer
Conv% 20% Conversion rate of invites into customers.
k = 2
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

17. CYCLE TIME
How long it takes for a new customer to come to
your site and get a friend to try your application.
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

18. CYCLE TIME
How long it takes for a new customer to come to
your site and get a friend to try your application.
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

19. CYCLE TIME
The most important factor to increasing growth is
not the Viral Coefficient, but the Viral Cycle Time
(ct) which should be made as short as possible.
This will have a dramatic effect on growth.
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

20. CYCLE TIME
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

21. CYCLE TIME
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

22. CYCLE TIME
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Custs(t) = 10 * (2 ^ (20/2 +1) - 1) / (2-1)
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

23. CYCLE TIME
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Custs(t) = 10 * (2 ^ (20/2 +1) - 1) / (2-1)
Custs(t) = 20,470
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

24. CYCLE TIME
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Custs(t) = 10 * (2 ^ (20/2 +1) - 1) / (2-1)
Custs(t) = 20,470
Custs(t) = 10 * (2 ^ (20/1 +1) - 1) / (2-1)
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

25. CYCLE TIME
Custs(t) = Custs(0) * (K ^ (t/ct +1) - 1) / (K-1)
Custs(t) = 10 * (2 ^ (20/2 +1) - 1) / (2-1)
Custs(t) = 20,470
Custs(t) = 10 * (2 ^ (20/1 +1) - 1) / (2-1)
Custs(t) = 20,971,510
Sunday, August 11, 13
Creating your feedback loop
NPS graph (Look for an image of NPS) also use Mixpanel and Kissmetrics logo

26. EVANGELISTS
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

27. 100 EVANGELISTS
Sunday, August 11, 13
Building your evangelist list where do you find them. If getting 1,000 customers is a milestone, the one before that is the right way to build 100 evangelists.

28. Sunday, August 11, 13
places
In conversation
- This is what you're searching for on feed burner and twitter (Twitter advanced search Image of CRM sucks),
(LinkedIn search of job title)

29. NET PROMOTER SCORE
DETRACTORS
PASSIVES
PROMOTERS
Sunday, August 11, 13

30. NET PROMOTER SCORE
DETRACTORS
PASSIVES
PROMOTERS
Sunday, August 11, 13

31. MANAGING EXPECTATIONS
Sunday, August 11, 13
3 concentric circles (the circles are defined by expectations you set with them)
(Have 3 circles that are overlapping from small to big)

32. MANAGING EXPECTATIONS
EVANGELISTS
WATCH THEM USE YOUR PRODUCT
REFER ?
CONFIRM YOU’RE SOLVING A
PROBLEM
DON’T TRUST THEM
Sunday, August 11, 13
3 concentric circles (the circles are defined by expectations you set with them)
(Have 3 circles that are overlapping from small to big)

33. MANAGING EXPECTATIONS
EVANGELISTS
INDUSTRY EXPERTS
WATCH THEM USE YOUR PRODUCT
REFER ?
CONFIRM YOU’RE SOLVING A
PROBLEM
DON’T TRUST THEM
YOUR CUSTOMERS LISTEN
TO THEM
Sunday, August 11, 13
3 concentric circles (the circles are defined by expectations you set with them)
(Have 3 circles that are overlapping from small to big)

34. MANAGING EXPECTATIONS
EVANGELISTS
INDUSTRY EXPERTS
PRESS
WATCH THEM USE YOUR PRODUCT
REFER ?
CONFIRM YOU’RE SOLVING A
PROBLEM
DON’T TRUST THEM
5 ENTERPRISES WITH DATA
YOUR CUSTOMERS LISTEN
TO THEM
Sunday, August 11, 13
3 concentric circles (the circles are defined by expectations you set with them)
(Have 3 circles that are overlapping from small to big)

35. ENTERPRISE
Sunday, August 11, 13
Cost of Customer Acquisition
LTV Must be at least three times of CAC

36. HIGH RISK & HIGH REWARD
Sunday, August 11, 13
Industries that attract the best sales professionals
BioPharma, Energy, Finance because this is the industry with the highest risk and highest reward for using or not using their prouct.

37. BIG PHARMA ENERGY FINANCE
HIGH RISK & HIGH REWARD
Sunday, August 11, 13
Industries that attract the best sales professionals
BioPharma, Energy, Finance because this is the industry with the highest risk and highest reward for using or not using their prouct.

38. RESEARCH
Sunday, August 11, 13

39. Sunday, August 11, 13
Sample Email or 2 minute conversation
(Im gonna recreate this sample email in the picture here: http://www.quora.com/Sales/How-do-you-write-a-good-sales-email/answer/Paul-DeJoe-2?__snids__=152080350&__nsrc__=1

40. 1
2
3
4
5
digestible format
the ice breaker
research and
data
targeted solution
ask
Sunday, August 11, 13
Sample Email or 2 minute conversation
(Im gonna recreate this sample email in the picture here: http://www.quora.com/Sales/How-do-you-write-a-good-sales-email/answer/Paul-DeJoe-2?__snids__=152080350&__nsrc__=1

41. Hey Aaron, how's it going? My name's Paul DeJoe, Dan Martell said we should
meet. Yeah he's actually invested in our next round. Oh and Mike in Corporate
Dev at Box uses our product, Ecquire. Ecquire's a productivity service that
captures and automates the entry of data to Salesforce.
You guys use Salesforce and have about 60 biz dev reps now right with an
initiative to get to 160k businesses by the end of the year which is roughly
60M in new business right?
90% of the reports your VPs are making cost $9M annually
Reps are also losing 20% costing $12M in new business.
ECQUIRE Fixes that how
Demo? Pilot?
Sunday, August 11, 13

42. Hey Aaron, how's it going? My name's Paul DeJoe, Dan Martell said we should
meet. Yeah he's actually invested in our next round. Oh and Mike in Corporate
Dev at Box uses our product, Ecquire. Ecquire's a productivity service that
captures and automates the entry of data to Salesforce.
You guys use Salesforce and have about 60 biz dev reps now right with an
initiative to get to 160k businesses by the end of the year which is roughly
60M in new business right?
90% of the reports your VPs are making cost $9M annually
Reps are also losing 20% costing $12M in new business.
ECQUIRE Fixes that how
Demo? Pilot?
2
3
4
5
Sunday, August 11, 13

43. Sunday, August 11, 13
The Jury
Circles showing CEO, CTO, CFO, Manager, End User

44. CEO CTO CFO MANAGER END USER
Sunday, August 11, 13
The Jury
Circles showing CEO, CTO, CFO, Manager, End User

45. Sunday, August 11, 13

46. H O W T O G E T
1K CUSTOMERS
Sunday, August 11, 13

47. Resources
http://www.forentrepreneurs.com/startup-killer/
http://www.forentrepreneurs.com/lessons-learnt-viral-
marketing/
http://accel.io/g/how-to-get-your-first-1000-customers/33/
https://www.youtube.com/watch?v=raIUQP71SBU
http://www.ecquire.com/blog/100-days-to-complete-sales-
automation/
http://www.ecquire.com/blog/social-media-sales-funnel/
http://blog.kissmetrics.com/how-to-calculate-lifetime-
value/?wide=1
Sunday, August 11, 13