1.
How to sell Software
using SALES
steli@close.io

2.
Appreciation is the currency
you pay the universe with.

3.
Helped 200+ venture backed startups
in Silicon Valley scale sales.

4.
thestartupchat.com

5.
Running a software
business would be great if
you didn’t have to deal with
customers.
- Group of Anonymous BoS Attendees last night

6.
★ Venture & Self Funded
★ Semi-Remote & small
★ Premium price in competitive market
★ Smallest competitor 10x larger in team
(but smaller in revenue, not just profit)
Close.io

7.
Call

8.
• Inbound (qualify, activate)
• Cancellations (gain insights)
• Outbound (if market fit)
Sales Calls

9.
1: Reach People
2: Sound Good
3: Ask Questions
4: Manage Objections
5: Close
Sales Calls

10.
Email

11.
Sales Emails
- Quality: write like a human (small letters, errors, etc.)
- Quantity: send more than you’re comfortable with
- Semi-Personal: yourname@domain.com , Sent via
iPhone
- Call to action oriented: Schedule a call , Reply to
this, etc.

12.
1: Open
2: Read
3: Respond
4: Follow Up
Sales Emails

13.
Break Up Email

14.
Subject: Thank You From Hubspot
Steli,
In reviewing some outstanding business today, I’ll be taking Close.io out of my current
follow ups at this time.
Where we’d initially agreed in the value of our service to strengthen your online
engagement, I’ve reached out to you on several occasions following our initial
discussions. Having not received any replies to date, I assume that we’ve either fallen
off your radar or perhaps the interest has diminished to the degree that my follow up is
no longer warranted.
I appreciate the opportunity to work with you and wish you the best with your ongoing
marketing efforts. I'd be happy to speak with you when you are ready to invest
resources into generating leads from your site.
Best,
Email #5
I responded :)

15.
Subject: Goodbye from Trunk Club
Hi Steli,
I was really looking forward to putting together a trunk of great clothes for you, but I
haven’t heard a response to my calls and emails. That means this will be my last email
to you. If you change your mind and would like to give Trunk Club a try, please let me
know and I’ll have you looking great in no time.
Best,
Email #4
I responded :)

16.
Demo

17.
Demo
15mins or less
- Qualify first: Can/Should they buy , is it worth the
time
- Benefits vs. Features: Focus on what’s relevant
- Sales vs. Training: Demo value vs. teaching
functionality
- Errors/Mistakes: Be prepared for them

18.
Follow Up
Relentlessly
Until you get a result (yes/no)

19.
Visit

20.
Support

21.
Enterprise

22.
IBM doesn’t buy
Software
Bob and Mary who work there do

23.
1: Call people
2: Send lots of emails
3: Give good demos
4: Visit customers
5: Give real support
5 Ways to sell software using SALE

24.
“People will forget what you said, what you
did,
but never how you made them feel”