500 Startups x Content Korea Lab : Global Innovation + Diversity (PART2) Talk w/ Matt Ellsworth (Distribution Partner at 500 Startups)

1. 1
Matt Ellsworth, Distro Partner @ 500 Startups
Always be
Sales
Hacking

2. 2
Distro Team
Pre-Seed & Seed Stage
San Francisco &
Mountain View
Accelerator
Post-Seed
Regional & All over the
world
Distro Dojo
Post-Seed
Global Invesment
Distro Fund

3. 3
Defining Sales
1

4. 4
Sales is generating revenue
through person-to-person
interaction

5. 5
Focus on perceived and actual
value

6. 6
Be Helpful

7. 7
Defining Sales Hacking
2

8. 8
Sales Hacking is a process to
finding better ways to sell

9. 9
Tactics change, focus on
process and principles

10. 10
ABSH

11. 11
OODA Loops for Sales
Hacking
3

12. 12
Developed by John Boyd for
fighter pilots to win battles

13. 13
Four point loop for making fast
& effective decisions

14. 14
Observe

15. 15
What do we know? What new
information do we have?

16. 16
Orient

17. 17
Applying different mental
models to the problem

18. 18
Decide

19. 19
Given what we know, what’s the
best approach for success?

20. 20
Act

21. 21
Simple execution, make sure to
track results

22. 22
Sales Hacking at Storefront
4

23. 23
Storefront, the Airbnb of Retail,
space for pop-ups

24. 24
Breakdown sales into 3 parts:
Targeting, Selling, Delivering

25. 25
Apply OODA Loops and see
what happens

26. 26
Targeting

27. 27
How do we make big target lists
when we can’t buy them?

28. 28
Targeting Coffee Shops
Coffee Shops working,
Needed a list, No
providers had that list
Observe
Yelp & Etsy had data,
structured already,
Web Scraping
Orient
Web scraping was
fastest & most efficient
Decide
Scraped categories &
gained new
observations about
total addressable
market
Act

29. 29
Selling

30. 30
We need to sell more, do we hire
more sales people?

31. 31
Selling more Coffee Shops
Small team, keep burn
rate down, can’t hire a
ton of people
Observe
Sales automation
software being
created, one script,
many responses
Orient
Send out mass emails,
create snippets for
responses, hire virtual
assistants
Decide
Sent out 500 emails
per week, sales
people focus on
responses
Act

32. 32
Delivering

33. 33
How do we help customers
create listings faster?

34. 34
Delivering on Listings
Customers are
excited, dropping off
before listings are
created, listings aren’t
very good in many
cases
Observe
Data on best listings,
services exist to
outsource writing, help
customers sell more
Orient
Create mass listings
for big clients, use
virtual assistants to
collect info, outsource
the writing
Decide
Outsource creation of
listings in batches,
customers got on the
site faster and had
more requests
Act

35. 35
건배!!!