1. S t a r t u p S a l e s S u c c e s s
Thursday, October 10, 13

2. Design.
Hack.
Hustle.
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

3. The Startup Hustle
1 - A focus on results
2 - Impatience
3 - Shamelessness
4 - A strong follow up
5 - Dealing with rejection
6 - High values
7 - Resourcefulness
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

4. Minimal
Viable
Pitch.
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

5. 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
Thursday, October 10, 13

6. Minimal
Viable
Pricing.
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

7. How to price for products/features that
are not ready?
* Name a price
* Discount price for early commitment
* Move feature up in timeline for early commitment
* Price reactions?
Sweet spot:
20% Too High ; 60% High but Yes ; 20% No problem
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

8. Low
Hanging
Sales.
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

9. Low Hanging Sales
* Family & Friends
* Network
* Investors
* Use your title (Founder / CEO/ Etc)
* Referrals & Introductions
- Make lists
- Do your homework (LinkedIn)
- Write the email (template)
- Be shameless
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

10. We
want
more
sales.
Let’s
hire
more
salespeople?
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

11. Nope.
Sales
Hiring
101
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

12. Sales
Explora8on
Vs.
Sales
Execu8on
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

13. Your
Incubator
is
not
a
scalable
source
of
leads.
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

14. Sales Exploration Hiring
* Founder involvement a must
* Hire 2 young/hungry SP ( 2 years experience)
* Test, test, iterate
* Wait till things are kinda figured out
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

15. Sales Execution Hiring
1) Find great sales leadership
2) Assembly Line the sales process
3) Scale
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

16. Sales
Model
ExploraGon:
Predictable
+
Scalable
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

17. 3 Steps to Sales Epiphany
Step 1) Customer Profile
Who is ideal customer?
How do we qualify them?
Step 2) Lead Sources
Scalable sources for high quality leads?
Step 3) Sales Process
Most successful way to sell to my market
Inbound/Outbound ; Emails , Calls, Demos, Outside/Inside
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

18. Startup Sales Metrics
# New Leads Per Month
% Growth of # of New Leads Per Month
% Leads that Qualify
% Qualified Leads that Close
# Average Time To Close
$ Average Cost Per Acquisition (CAC)
$ Average Revenue Per Close (CLTV)
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

19. hIp://close.io/free-­‐sales-­‐course/
Thursday, October 10, 13

20. Q
&
A
steli@close.io
Close.io
-­‐
Startup
Sales
Success
Webinar
Thursday, October 10, 13

21. S t a r t u p S a l e s S u c c e s s
Thursday, October 10, 13