This was from a talk I during Phoenix Startup Week on Feb 27, 2015. Includes how-to for using LinkedIn as both a List Building and a Prospecting tool. Particularly valuable for Startup founders with few resources and no sales background, but this is useful information for any sales professional as well. 1. Inexpensive ways of building targeted lists 2. High-efficiency methods for prospecting 3. Simple tool for managing your first sales call Jerrod Bailey runs the Business Development practice at Tallwave where he helps implement sales and marketing systems for early stage companies and product launches.

1. Sales Growthhacking
Workshop
Presented by

2. WWW.TALLWAVE.COM/SANDCASTLE JERROD.BAILEY@TALLWAVE.COM
Mention:
@jerrodbailey
@tallwave
Hashtag:
#PHXstartupweek
#ChaseBasecamp
#yesphx

3. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Jerrod Bailey, Partner and SVP at
Tallwave
Jerrod has spent the last 15 years in
technology companies focused on B2B
markets in Business Development,
Product and Marketing capacities.
Tallwave is a venture development and
venture capital firm based in Scottsdale,
AZ focused on growing companies from
Idea stage through Commercial
Sustainability. Over the last 4 years at
Tallwave, Jerrod has helped develop
over 50 companies.

4. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Beyond Social Selling:
Growthhacker Methods for Filling
Sales Funnels
Initiating – The relationship
jerrod.bailey@tallwave.com | @jerrodbailey | #growthhackme

5. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
GROWTH HACKER PROSPECTING STEPS
empathy selling
1. Find Your Customer [by getting to know her]
2. Reach Out [with messaging that speaks to her]
3. Sell [by asking questions about her]

6. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
STEP 1: Find Your Customer
Building a Super-list

7. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
WHO IS YOUR BUYER?
Titles?
VP of Human Resources, CFO
Industries?
Manufacturing, Supply Chain & Logistics
Geography?
Western US
Company Size?
Less than 500 employees
Image: http://www.omnicircuitboards.com/blog/bid/239449/Having-Too-Much-Fun-Working-in-Printed-Circuit-Board-Manufacturing

8. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
BOOLEAN EXPRESSIONS
(“peanut butter” AND jelly) OR “PB&J” OR “PB and J”
AND Sandwich -apparel
http://foodspin.deadspin.com/peanut-butter-sandwich-pairings-ranked-1142578368

9. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
LINKEDIN ADVANCED SEARCH
Boolean!!

10. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
(VP AND HR)
6,972
results

11. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
(VP AND HR) OR CFO
124,291
results

12. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
((VP OR Vice) AND HR) OR CFO
124,368
results

13. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
((VP OR Vice) AND (human OR HR)) OR CFO
146,391
results

14. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
((VP OR Vice OR Dir OR Manager OR Mgr) AND (HR OR
human)) OR CFO
371,778
results

15. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Now What?
371,778
results

16. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
You’re Not Going to Believe How We Discovered This...
371,778
results

17. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
http://linkedintool.com/
371,778
results

18. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
STEP 2: REACH OUT
Image: http://wanelo.com/p/1670089/thinking-of-you-card-in-a-non-creepy-way-light-blue-robins-egg-blue-white-single-card

19. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
1-3%
Open Rate
1-30%
Open Rate
TRADITIONAL INBOXES

20. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
ALTERNATIVE INBOXES
80-90%
Open Rate

21. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
300 CHARACTERS. MAKE ‘EM COUNT!

22. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
WHAT IS VALUABLE TO THEM?
•Need advice approach
•Building community approach
•Looking for a contact approach
•Launching new tool approach
•Announcing big event approach

23. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION

24. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline

25. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture

26. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background

27. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background
4. Keywords

28. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
OPTIMIZING YOUR PROFILE FOR CONVERSION
1. Tagline
2. Picture
3. Background
4. Keywords
5. Skills

29. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
How Many Prospects Can a Full-time Person
“Touch” in One Month Using this Method?

30. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
How Many Prospects Can a Full-time Person
“Touch” in One Month Using this Method?
Answer:
~2,000

31. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Who Has That Kind of Time?

32. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Answer:
Who Has That Kind of Time?
Image: http://outsourced.ph/

33. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Navigating the
First Date
Building a Solution
Development Prompter
Image: http://www.oliverhustle.com/page/2/

34. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Comes from
Customer-
Centric Selling
by Michael
Bosworth, 2010
(www.customercentric.com)

35. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Turns You
From This...
Image: http://stilltraining.com/sundayblog

36. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Into This.
Image: http://blog.healthjobsnationwide.com/different-types-of-therapy-jobs/

37. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Or this.
Image: https://hashtalk.org/topic/14313/if-you-sell-your-prime-hashlets

38. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Offer Value (in the
form of a question)
Listen
Listen
2
3
4
Lots of Discovery
Questions 1
Image: http://www.amazon.com/Plastic-Treasure-Party-Accessory-count/dp/B000R4OGZE

39. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
STRUCTURE OF A SOLUTION DEVELOPMENT
PROMPTER (SDP)
BENEFIT
NAME
DISCOVERY/PROBING QUESTIONS VALUE OFFERING
XYZ
BENEFIT
How you do [this] today?
Who is responsible for [this]?
What do you like or not like about how you're
doing [this]?
What happens if it goes wrong?
Do you spend time or money to solve this
problem?
If … User…
Could Do this action…
And Achieve this outcome…
Would
that be
Useful? Helpful? Valuable? (Why?
How much so?)
XYZ
BENEFIT
How you do [this] today?
Who is responsible for [this]?
What do you like or not like about how you're
doing [this]?
What happens if it goes wrong?
Do you spend time or money to solve this
problem?
If … User…
Could Do this action…
And Achieve this outcome…
Would
that be
Useful? Helpful? Valuable? (Why?
How much so?)

40. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
“So, I just heard from you that you [summarize
pain], and that you’d be interested if we could
[list items of ‘reach’]. How about we schedule
a meeting to walk you through how we would
do those things. You can then decide if you are
interested in talking further. Would you like to
take that next step?”
THE CLOSE

41. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
What Is the Single Biggest Factor for Success?

42. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
What Is the Single Biggest Factor for Success?
Answer:
Empathy!

43. jerrod.bailey@tallwave.com | @jerrodbailey | #PHXstartupweek
Come Hack
Sales with
Us!
http://saleshacknight.com/

44. Follow me @jerrodbailey
@tallwave
http://saleshacknight.com/
THANK YOU