This is the deck from the presentation done by Out2Bound's Teofil Shikov during Dev.bg event on 23rd of January.

1. LESSONS FROM
SELLING FOR 50+
TECH COMPANIES
Teofil Shikov, Out2Bound
B2B SALES
DEV.BG

2. Founder, Out2Bound
AIESEC alumni/ABLE member
worked/lived on 4 continents
closed deals for over 500k EUR
skier.
TEO

3. AGENDA
INTRO STRATEGY BEFORE
EXECUTION
SERVICE VS
PRODUCT
SELLING FROM
BULGARIA
INDUSTRY
EXPERTISE
SALES BASED ON
MARKETS

4. SELLING FOR 50+ TECH
COMPANIES. WHAT?!
H O W D O Y O U D O T H A T ?

5. 500 500 COMPANIES IN
OUR CRM
MET WITH 350
SAASSALES
2Y STARTED IN 2016
50+ 25 PRODUCT
35 SERVICE

6. GREAT SERVICE
ORIENTED
COMPANIES
GREAT PRODUCT
COMPANIES WITH
SPECIFIC NICHES

7. ON THE CONTRARY
why it's hard to go solo traveling
WE'LL BUILD IT AND
THEY'LL COME
MENTALITY
FOUNDERS NOT
SELLING
LACK OF SALES ORG
THE OUTSOURCING
CURSE
NO SALES CULTURE FOUNDERS LACKING
SALES MENTALITY

8. 17K /7K LEADS/ACCOUNTS
RESULTS
25 INDUSTRIES
COVERED
68K TOUCHPOINTS
EMAILS
SOCIAL
CALLING

9. 23% REPLY RATE
ACHIEVED
67% OPEN RATE
600 CONVERSATIONS

10. PRODUCT SERVICE

11. B2B SALES
doesnt matter if it'a product or a service
FIND A NICHE FOCUS BULGARIA?
VALUE PROP? CONSISTENCY PRICING
PARTNER

12. STRATEGY
G O T O M A R K E T
O U T B O U N D A N D O T H E R C H A N N E L S

13. GTM
what could you do before start selling?
MARKET COMPETITION PRODUCT
SWOT UNIQUE LICENSING
CUSTOMER
STRATEGY
MIX OF CHANNELS CONTRACTS
TIMING EXECUTION OUTCOMES

14. INDUSTRIES &
GEOGRAPHIES
W H I C H I N D U S T R Y ?
W H E R E ?

15. EUROPE DIFFENCES
EVERYWHERE;
GERMAN MARKET;
EVENTS
US, LATAM
ASIA, EUROPE
US RESPONSIVE ON
EMAIL; CALLING
ALMOST ALWAYS
GETS IN VMs
ASIA NEED A LOT OF
INFORMATION ON EVERY
SINGLE STAGE; EMAILS
WORK, CALLING TOO
LATAM RESPONSIVE OVER
PHONE; FORWARD
WORKS; NO HABLO
INGLES; SLOW

16. GO AND
SELL.
Teofil Shikov
Linkedin.com/in/shikov
teofil@out2bound.com