Rockit Regional Digital Summit - 2016, February 5-6th

1. 30 Tips on how to build and
grow your sales
Jon Woodroof | @twotoneams | linkd.in/twotoneams
Rockit Summit | #rockitmoldova | February 6th, 2016

2. Twotone Consulting is a sales, marketing & PR agency.

3. Creating your Ideal Customer
Profile (ICP) on a company and
employee-level.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

4. 1.
Don’t start with
tactics, start with
data
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

5. 2.
Your ideal
customer profile
#ICP
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

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

10. 5.
Canned responses:
repeat yourself well
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

11. 5.
#emailforlazypeople
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

12. 6.
Define the process
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

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

14. 7.
Ask consistent
open-ended
questions
to qualify leads
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

15. 8.
Budget
conversations
are hard
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

16. 9.
ALL the reminders!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

17. 10.
Scheduling
meetings hurts.
Ease the pain!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

18. #BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10.
Scheduling
meetings hurts.
Ease the pain!

19. #BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10.
Scheduling
meetings hurts.
Ease the pain!

20. #BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
10.
Scheduling
meetings hurts.
Ease the pain!

21. 11.
How best to
engage lists:
quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

22. 11.
How best to
engage lists:
quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

23. 11.
How best to
engage lists:
quickmail.io
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

24. 12.
From anywhere
to Linkedin
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

25. 12.
The Salesloft
Prospector
Chrome Plugin
http://bit.ly/SalesLoftChrome
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

26. 13.
Engage your network
when mentioned in
the news
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

27. 14.
Personalized
Linkedin invitations
and followups
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

28. 15.
The forward’able
introduction
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
http://entro.io

29. #BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
16.
The Elevator pitch

30. 17.
Twitter for meetings
at events
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

31. 18.
Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

32. 19.
Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

33. 20.
Yes, Instagram for
sales
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

34. 21.
Share lessons,
highlights,
customers & more
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
www.getrevue.co

35. 22.
CRM?
your call.
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams
nimble.com

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

44. 29.
Keep trying!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams

45. Thank you!
#BehindTheSale | Jon Woodroof | @twotoneams | linkd.in/twotoneams