The document outlines a strategy for phone sales targeting early-stage start-ups, emphasizing the importance of managing key metrics such as customer acquisition cost (CAC), demos-per-rep, and sales performance. It provides insights into effective sales structures, marketing approaches, and the critical decision-making factors for hiring sales reps and scaling operations. Additionally, it discusses the differentiation between sales models (B2B and B2C) and highlights best practices for achieving high growth in revenue through phone sales.

1. by Bryan StarbuckCEO of TalentSpring1Company Confidential, 2009Strategy for Phone Salesfor Early Stage Start-upsBryan@TalentSpring.comBlog: blog.BryanStarbuck.comBlog: blog.TalentSpring.comTwitter: @BryanStarbuckEmployers find the best résumés using Matching Technology. Staffing Departments can access over 110 million résumés

2. Company Confidential, 20092High Growth from Phone Sales2008 Revenues from Phone Sales Strategy companies…$168 million$215 million$163 million$295 million$152 million$87 million$178 million$1 billion

3. Company Confidential, 20093Sales StrategiesChannel SaleseCommercePhoneSalesSales Strategy No Sales People (no capital)

4. Lower Risk Marketing

5. Higher Prices

6. Faster to scale Sales

7. Able to Create Demand

8. No Sales People (no capital)

9. Sales is Outsourced

10. Most benefits from Phone SalesPros Higher Risk Marketing

11. Lower Prices

12. Can’t Scale as Easily

13. Capital needed for Sales Team

14. Time needed for Sales Efficiency

15. Often not an option

16. Risk that Channel won’t performCons

17. Company Confidential, 20094B2C vsSmall vs Mid-Market vs EnterpriseB2BSmall CompaniesConsumersB2CB2BMid-MarketB2BEnterprise1,000 to 20,000 Employees0 to 1,000 Employees20,000+ EmployeeseCommercePhone Sales

18. Company Confidential, 20095Sales PipelineQualifiedDemosTrial78,000 Employee Company18,000 Employee Company31,000 Employee Company56,000 Employee Company45,000 Employee Company12,000 Employee Company29,000 Employee Company95,000 Employee Company63,000 Employee CompanyClose WIN42,000 Employee Company84,000 Employee Company39,000 Employee CompanyClose Lost25 Companies31 Companies71 CompaniesDemo-to-Sale3 : 1Lead-to-Demo4 : 1$20 per Lead

19. High Risk: Viral

20. Blogging

21. Widgets

22. SEO

23. Content

24. Contests

25. Word-of-MouthCompany Confidential, 20096eCommerce has High Risk MarketingDave McClure’s eCommerce Marketing ModelLow Risk: Google AdwordsCompany Confidential, 20097Lead MarketingNumber of LeadsLead MarketingCost-Per-LeadLead Quality

26. Company Confidential, 20098Plan against Sales RepsCreate highly efficient Sales Reps teamsTheir Focus:In cube, on the phone

27. Time in CRM Software

28. Perfecting moving customers alongMeasure Results: Able to CLOSE

29. 10 Demos-per-REP-per-Week

30. SALES-per-REP-per-MONTHCompany Confidential, 20099Bootstrapping Phone Sales StrategyHire 3 Sales RepsReach CFC* Sales RepsStage #3:GOAL:Founders Sell Find Objections needing Features

31. Positioning StrategyStage #1:GOAL:CFC* is cash-flow contributingHire VP of Sales Validate assumptions needed to close sales

32. Training MaterialStage #2:GOAL:Raise Capital to Scale CAC

33. Manage GrowthStage #4:GOAL:

34. Company Confidential, 200910Must Read BooksThe Perfect SalesForceby Derek GatehouseSpin Sellingby Neil Rackham

35. Company Confidential, 200911Buy-Offs needed to CloseUnderstand ParticipantsFinancial BuyerUser Buyer Map out Demographics

36. Tactics to unblock each

37. Showing ROI often required

38. Don’t interview “friends” to find blocking issuesTechnical BuyerFinal Decision Maker

39. Company Confidential, 200912Closing the SaleCLOSEwhen they RECOGNIZE value

40. Know when progress isn’t happening

41. Handle Budgets & Finalizing details#1 Number of Seats:Department X scale with Company Size

42. Example with Mega-Corp:

43. 90,000 employees

44. 600 Dept X Employees#2 Number of Companies: Target Markets:

45. Large Enterprises

46. Mid Market

47. All companies need to Solve-Problem YCompany Confidential, 2009134 Critical Factors of Inside Phone SaaS Sales#3 Up-Sell Products Our Up-sell modules allow revenue to scale per seat#4 Yearly FeesDo they pay 12-months SaaS seats up front?Company Confidential, 200914Is Phone Sales Strategy for Me?Use Phone Sales Strategy If:Sales REPscan perform>> $8k*per month in salesSelling to B2BEnterprise or Mid-Market(* Adjust based on base salary required to close sales)