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Y Combinator alumni sales school (Summer 2014)

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! 
Sales 
School 
! 
Steli 
E(i 
steli@close.io
Helped 
200+ 
venture 
backed 
startups 
in 
Silicon 
Valley 
scale 
sales.
! 
Sales 
Basics

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Y Combinator alumni sales school (Summer 2014)

  1. 1. ! Sales School ! Steli E(i steli@close.io
  2. 2. Helped 200+ venture backed startups in Silicon Valley scale sales.
  3. 3. ! Sales Basics
  4. 4. ! Hustle Show Up. Follow Up. Close.
  5. 5. ! High tolerance for pain rejecEon + state control
  6. 6. ! Consistency Is King Sales is High Performance Sport
  7. 7. ! She who asks leads QuesEons + AcEve Listening
  8. 8. ! Value Sells Nobody cares about your features !
  9. 9. ! Fortune is in the follow up Never stop unEl Y/N !
  10. 10. ! 3 People To Follow Up With Today!
  11. 11. ! Sales Basics Q&A
  12. 12. ! Outbound Sales
  13. 13. Lead GeneraGon • Buy Lists • Scrape Lists • Research Lists • Outsource
  14. 14. Customer DNA •Quality over quanEty •Narrowly defined •Consistency in results •10-­‐30 leads a day
  15. 15. Sales Calls 1: Reach People 2: Sound Good 3: Ask Questions 4: Manage Objections 5: Close
  16. 16. Opening: ! Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program. ! What we do in a sentence is we provide companies with a sales team on demand. ! Does this sound generally interesting to you? ! ! Qualifying: ● What is your current sales process? ● Who are your customers? How do you get leads? ● What’s the customer life time value? ! Test Closing: ● We want to start in 4 weeks - does this work for you? ● The beta program is heavily discounted. It’s going to be $X/day per salesperson ● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make a decision? ! ! >>>Schedule Closing Call
  17. 17. Cold Emailing 1: Open 2: Read 3: Respond 4: Follow Up
  18. 18. ! Outbound Sales Q&A
  19. 19. ! Workshop
  20. 20. Workshop (3 Groups) 20 minutes each 1: Lead Generation 2: Cold Call 3: Cold Email
  21. 21. ! Sales School ! Steli E(i steli@close.io

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