Seattle Tech Is BOOMING and along with it the swag industry. Kotis Design provides swag (promotional marketing items) and branded apparel (t-shirts, hoodies, jackets). Our art and design are FREE and our prices are competitive. As a salesman I offer top-level service to my clients. I work with clients that I like and those who are passionate about their profession. From large multi-billion dollar companies to garage start-ups just launching, I love working with tech companies. Sales is my passion and I excel because I really care about my clients. Shoot me an email if you want to talk swag or have any questions about my deck. ZRoesinger@gmail.com Zach Roesinger 720.443.8037

1. Sales Hacker
TIPS, LESSONS LEARNED, & WAR
STORIES FROM SEATTLE TECH SALES

2. Outline
• Sales Techniques
• Social Media
• War Stories from the front lines

3. About Me
• Zach Roesinger
• Commercial Real Estate
Medellin Colombia to Zillow
Seattle & Kotis Design
• Outside Sales at Kotis Design
• Fastest growing PNW 6/7 yrs.
• Swag for colleges, breweries,
tech companies
• Seth Godin Tribes

4. Land and Expand
• Grow your client base
• Cold-Calling
• Cold-Emailing
• In-person meetings > Cold-anything
• Send Samples and follow up until “no”
• Prospect  Cold  10 min meeting
 Leave behind  Proposal 
Follow-up  Objections  Small first
order  Referrals Growth their Biz

5. Social Media
• Twitter: @SeattleTechZach
• Real time what important
• FaceBook: facebook.com/zach.roesinger
• Photos / corporate culture
• LinkedIn: linkedin.com/in/zroesinger
• Prospecting / current positions
• Hootsuite (30 minutes a week)
• Organizing your social media channels

6. Wherever Whenever
• In person meeting
• Drop by
• Research prior to dropping in
• Who else is in the building?
• Who is next door?
• Who uses your product/service who
wants to be like your most
successful clients?

7. The Right Fit
• Focus on what you like to do – in any
industry there is a need for your
product you just have to figure out
where. Your Tribe.
• Try to do as much business with
those people that you genuinely like
and that like you.

8. MEETUP BNI SALESHACKER
• Attend the Meetups that interest you, but
more importantly go with a goal
• BNI
• SalesHacker

9. EXPERIENCE
• Align your goals with the goals of
your CEO. What’s important to
them should be important to you
• Leverage your previous
experiences: Complete Global
Sourcing capabilities

10. RELATIONSHIP BASED
• Focus on long term relationships, not one
time orders (what does this relationship
mean to you?)
• Steve Jobs, “Innovation is saying ‘no’ to
1000 things”
• The coffee test: Ask 10% discount, just
because

11. War Stories
• Starting Small – BNI, Friends, Networks
• Always have a stack of business cards (x )
samples, examples and “just like you” stories
• Remember WIIFM (“What’s in in for me?”)
Internally-Competitve Gary Vanynerchuk –
“Ask 1st for a favor and you lose”
• Make sure that when people think of your
product they think of you.
• There’s a reason SWAG works

12. Big Companies have big
resources. Be agile, pivot
quickly, and listen to what your
client is really saying.
On the Grind

13. Be Unique & Genuine

15. FINISHING DEPT
It’s a pun…get it?
Want FREE SWAG??? Email or Tweet:
@SeattleTechZach or zach.roesinger@KotisDesign.com