Slides from a talk I gave at Texas State University. Audio of the talk is available at: https://soundcloud.com/outliers-podcast/texas-state-lecture

1. REVENUE
GENERATION IN
NEW VENTURES
How to Use Personal Sales to Get to $1M in Annual Revenue + Beyond
By: Zachary Cook, President and CTO of ModernGreek

3. MY FIRST COMPANY: GROUPTHREADS
$193,000.00
$545,000.00
$993,000.00
$-
$200,000.00
$400,000.00
$600,000.00
$800,000.00
$1,000,000.00
$1,200,000.00
2014 2015 2016
Revenue
Revenue

4. FAILURE

5. TWO THINGS I LEARNED HOW TO DO WELL
Personal
Sales
Sales
Managemen
t

6. GENERATING REVENUE FOR ANY NEW
COMPANY
#1 - ALWAYS requires personal sales
#2 - 99% of the time it is the main method of revenue generation

7. 7 KEYS TO SUCCESS IN PERSONAL SALES
1. You MUST have enough to courage to ask people for their
business
2. You MUST believe in your product / service
3. Persevere through and embrace rejection
4. Listen to people and ask great questions
5. BE AUTHENTIC, BE YOURSELF
6. Get over any pre-conceived notions that sales is bad / unethical
7. Invest in improving your skills

8. 7 KEYS TO SCALE PERSONAL SALES
1. Find salespeople to hire, train, and motivate!
2. Learn how to sell the product yourself before hiring
others to sell it
3. Lead (and train) by example
4. Be a sales COACH, not a sales manager
5. Hire for ethics over talent
6. Compensate with commission
7. Invest in training

9. THE SKY’S THE LIMIT

10. QUESTIONS?
TWITTER + INSTAGRAM
@ZACH_HUSTLES