6. 2.
#ICP
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Who will benefit the most
from your products or
services?
bit.ly/IdealCustomerProfile
7. Present value based on
pains your product solves
&
Leverage tools to optimize process
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
8. 3. List building via
Linkedin
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
- linkedinexporttool.com
- data-miner.herokuapp.com
9. 4. Add contact
data to your list
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
upwork.com
13. #BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)
• Client sends over information for Proto to review DONE (April 8)
• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)
• Client approves the Ballpark Proposal
• Proto sends Master Services Agreement
• Client signs Master Services Agreement
• Proto sends Invoice for Deposit
• Project lead is assigned and becomes main point of contact
• Proto updates project management tool with Tasks, Stories and
Milestones
• Client and Proto Work begins, Client is invoiced monthly
36. 23.
Email tracking on
the fly
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
getsidekick.com/
37. Hiring sales people.
How do you find them?
How do you hire them?
&
What questions do you ask?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
38. 24.
Hiring sales
people.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Look for candidates
that fit your company’s
specific core values
and
the sales culture
already on your team
39. 25.
How do you find
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
1. Think Beyond Entry Level
2. Consider Customer Service
3. Look At Financial Services
4. Coachability Is Key
Bonus tip: get involved with the community. Local events like @Saleshackerams
40. 26.
How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
Look for candidates
that want to start their
own business.
Here are some Do’s &
Don’ts
41. 27.
How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
DO:
• Honest about goals and motivations
• Could every new hire be future GM?
• References Really Do Matter
• Don’t worry about on-point exp.
• Insist on 2+ years of exp at deal size
42. 27.
How do you hire
them?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
DON’T:
• Hire a sales rep to sell before you
can prove you can do it yourself
• Underpay
• Hire because she worked at…
• Hire folks you wouldn’t buy from
43. 28.
What questions do
you ask?
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
• Ideal hiring profile (familiar?)
• Candidates complete an exercise
• Always check 2-3 references
• Use a worksheet:
bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta