This document provides an overview of sales tactics, customer relationship management (CRM), and team building for startups. It discusses prospecting and lead generation, using tools like Salesforce for CRM, and the importance of hiring mavericks and training teams. The document is intended for startup founders, entry-level sales reps, and team leads. It encourages the reader to conquer fears, achieve goals, and avoid mediocrity in sales.

1. Sales Tactics | CRM | Team Building
Palo Alto, CA

2. Contents
Intro
Sales Tactics/Process
CRM and Tools
Team Building

3. Good For…
Startups Founders
Entry Level/Intermediate Sales Reps
Team Leads

4. Who I Am
9 + years > Sales and Serial Entrepreneur
Door-to-door to Enterprise Sales
Angelpad Incubator Alumni

5. What is Sales
It’s a game of inches
A Process
Finding the buyers
Art of Effectively Dealing with Rejection
Managing Self Emotions
Art of Listening, Discipline, & Schedule Video Video

6. What is Start Up Sales
Starting from Scratch >> Gotta Hunt
Always a Cold Call
No Established Process
Constant Change

7. Startups Sales Profile
Fearless
Social
Doesn't’t overthink
GETS SH*T DONE

8. Sales Process
Outreach Appointment Setting

9. Prospecting, Lead Gen, Qualification
Inbound Leads
Beta Sign Ups
Outbound Leads
Start Now - Pre-launch. Not Cold

10. Outbound Leads/Prospecting
The Approach
Objective: Begin Conversations!
Conversations have Structure
Inbound versus Outbound Messaging
NAMES!!! Use NAMES!!!
Low and Slow Conversational talk
Email/Social Media Approach/Phone

11. Tools

12. Inbound Lead Qualification
Real or not?
Size of Organization
Budget
Time Table

13. Investigation
Find Reasons they’ll Buy -- Pain Points --
Improvements -- Desired Results
Influencer/s + Decision Maker/s Indentification
Sell Multiple Stakeholders
Exceed Buying Line
Budget/Financial Confirmation

14. CLOSE!
• Recap Close!

15. CRM
• Leads, Contact, Opportunities/Deals
• Web Form-to-CRM Set Up
• Salesforce.com Leader
• Marketing Automation
• Lead Statuses, Stages, etc.

16. CRM

17. Team Building
Hire a Maverick Early
Inside versus Outside
Train the team!
Document Process and Iterate

18. This is about YOU
Conquer Fears
Achieving
Crushing Mediocrity
Look in the mirror

19. Thank You!
Jorge Soto
Contact Me:
Jorge@mopub.com
Jorge@sales4startups.org
@sotoventures