This document discusses sales hacking, which uses technology to rapidly grow and automate a company's sales process. It provides information on sales infrastructure like CRMs, defining sales stages, lead scoring to prioritize qualified leads, tools for data harvesting, lead generation, verification and sales automation, best practices for outbound communication, understanding the sales pipeline, and recommends some books on sales.
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
B2B SaaS Revenue Growth: How to Accelerate Sales VelocityNemanja Zivkovic
Learn how to accelerate sales velocity and close more deals faster. This webinar covers the definition of sales velocity, factors that affect it, as well as tips on what you can do right now to increase your own company’s revenue growth.
A startup. SMB. A long-standing corporation. It doesn’t matter. You got sales objectives you gotta meet and the majority of sales goals include more deals closed in a shorter time frame. This is also known as sales velocity.
But how can we accelerate sales velocity? And how can we define it first?
Sales velocity is a sales metric. It explains the amount of revenue you can probably close on a particular day. In essence, the higher your sales velocity, the quicker your business growth.
Webinar covers three reasons why Sales Velocity is your key metric, five key reasons why your Sales Pipeline is slow, 11 different strategies for improving the Revenue Growth, and nine Closing Tactics to improve Sales Velocity.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
This presentation examines how you can manage & grow sales with a sales pipeline set up with the proper sales pipeline stages and how to master sales pipeline management.
Resources & Links:
iDeal Sales CRM: https://idealcrm.app/
Sales Pipeline Full Article: https://idealcrm.app/construction-sales/sales-pipeline-stages-explained-b2b/
Sales Pipeline Excel Download: https://idealcrm.app/wp-content/uploads/Sales-Pipeline-Excel.xlsx
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One of the best ways to keep track of sales is with a sales pipeline - an important tool that helps you manage and grow sales.
What We Cover:
- Sales Pipeline Definition
- Sales Pipeline vs Sales Funnel
- Sales Pipeline Management Best Practices
- Sales Pipeline Stages
- Sales Pipeline Stages Example
- Sales Pipeline Software
- Sales Pipeline Excel Template - free download
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
B2B SaaS Revenue Growth: How to Accelerate Sales VelocityNemanja Zivkovic
Learn how to accelerate sales velocity and close more deals faster. This webinar covers the definition of sales velocity, factors that affect it, as well as tips on what you can do right now to increase your own company’s revenue growth.
A startup. SMB. A long-standing corporation. It doesn’t matter. You got sales objectives you gotta meet and the majority of sales goals include more deals closed in a shorter time frame. This is also known as sales velocity.
But how can we accelerate sales velocity? And how can we define it first?
Sales velocity is a sales metric. It explains the amount of revenue you can probably close on a particular day. In essence, the higher your sales velocity, the quicker your business growth.
Webinar covers three reasons why Sales Velocity is your key metric, five key reasons why your Sales Pipeline is slow, 11 different strategies for improving the Revenue Growth, and nine Closing Tactics to improve Sales Velocity.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
This presentation examines how you can manage & grow sales with a sales pipeline set up with the proper sales pipeline stages and how to master sales pipeline management.
Resources & Links:
iDeal Sales CRM: https://idealcrm.app/
Sales Pipeline Full Article: https://idealcrm.app/construction-sales/sales-pipeline-stages-explained-b2b/
Sales Pipeline Excel Download: https://idealcrm.app/wp-content/uploads/Sales-Pipeline-Excel.xlsx
-------------
One of the best ways to keep track of sales is with a sales pipeline - an important tool that helps you manage and grow sales.
What We Cover:
- Sales Pipeline Definition
- Sales Pipeline vs Sales Funnel
- Sales Pipeline Management Best Practices
- Sales Pipeline Stages
- Sales Pipeline Stages Example
- Sales Pipeline Software
- Sales Pipeline Excel Template - free download
For many years, marketers have trusted the digital marketing funnel as their go-to strategy for acquiring new customers. The digital landscape is shifting, and while a lot of people still believe in the funnel, there is a new alternative available now.
Presentation on Sales Funnel, Traditional Vs Modern Sales Funnel, Building the funnel, Lead Drop-off, Opportunity, BANT Technique, Customer purchasing stage, Top of the funnel, Middle of the funnel, Blockage point in the funnel, Nine steps to success.
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
Wave Theory of Startups: Braving the funding, sales and hype cyclesGuy Turner
Different parts of the startup ride - sales, funding and hype - follow cycles. While the overall startup journey is high risk and high reward, these three cycles are predictable in many startups and always in the most valuable. Entrepreneurs can position for success in these cycles by knowing what to expect.
The basics of content marketing, highlighting my own experience and how I grew my company 1,000% in one year with a few simple articles. Includes tips on how to get started with content marketing and links to content marketing resources.
For many years, marketers have trusted the digital marketing funnel as their go-to strategy for acquiring new customers. The digital landscape is shifting, and while a lot of people still believe in the funnel, there is a new alternative available now.
Presentation on Sales Funnel, Traditional Vs Modern Sales Funnel, Building the funnel, Lead Drop-off, Opportunity, BANT Technique, Customer purchasing stage, Top of the funnel, Middle of the funnel, Blockage point in the funnel, Nine steps to success.
Lean funnel infograph - how to apply lean thinking in salesTapio Nissilä
Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations.
Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling.
Lean Sales book is available on Amazon.com
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
Wave Theory of Startups: Braving the funding, sales and hype cyclesGuy Turner
Different parts of the startup ride - sales, funding and hype - follow cycles. While the overall startup journey is high risk and high reward, these three cycles are predictable in many startups and always in the most valuable. Entrepreneurs can position for success in these cycles by knowing what to expect.
The basics of content marketing, highlighting my own experience and how I grew my company 1,000% in one year with a few simple articles. Includes tips on how to get started with content marketing and links to content marketing resources.
How do the people you admire the most choose to communicate? Words are powerful. Learn how to use them wisely with our latest SlideShare.
www.getsmarter.co.za
Product Innovation Storytelling - 5 tips to breakthrough to your consumersJosh Hansen
5 tips for telling your innovative product story. Products today are innovative and sometimes complex and consumers want to know immediately how products can benefit them, which makes marketing those products a challenge. The best brands such as Nike, Apple, Adidas and others know how to tell their brand stories.
Social Media Marketing @ Startup Camp BerlinTEAMKBX
What are the ten commandments for being an activ brand (startup) in social networks?
Bastian Koch speaks about the internet as the point of living 2.0, web trends and dos and donots in social media marketing.
Berlin, 18th of March 2011
Social media for startups. The Australian internet landscape and why you should be using social media for your business. Examples of social media and how to get started.
The Audience Perspective: How Innovation in Social Listening Ignites Marketin...NetBase Solutions Inc.
Join social media thought leader, Jason Falls and NetBase’s Christopher Leet in this informative webinar. They will explain how innovation in social listening opens new doors for businesses and brands, empowering them to better understand their consumers and drive great value through social channels.
In this webinar you will learn:
Key performance indicators today’s marketer is measured by
How audience-driven listening enables targeted activation and insights discovery
How audience-centric listening delivers advantages over keyword-based listening
How audience-centric listening supports customer acquisition and retention
What actionable steps your organization can take to leverage these innovations
Presentation Materials from "Social Media for Startups" - an eIQ session hosted by the Northwest Entrepreneur Network in Nov 2010, and presented by Social3i Consulting. www.nwen.org
How To Monetise Your Brand Value Online - The Post Forum Marketing Conferenc...Doyle Buehler
How To Monetise Your Brand Value Online. Real world social selling for businesses and entrepreneurs wanting more customers, sales, leads and profits, through marketing and digital strategy.
By Doyle Buehler
Asking more from your social research - Doing More With Social Brandwatch
In the session we will be discussing how best to approach and plan social research in order to answer more interesting questions. The session will include stories of innovative use cases and practical tips for conducting robust consumer research using social data. You'll leave this session with a new framework to help you go beyond monitoring and start using social data to solve problems and provide answers for your business.
See What I Mean: The Language of the BodyBrad Nunnally
As designers, we are lucky enough to get to interact with many different types of people during the course of our work. We observe people using technology and proposed design solutions. While working on our projects, we collaborate directly with our team, clients, and stakeholders to bring a solution to life. All of this interaction exposes us to lots of body language. The language of the body offers up many hints and insights into what people are thinking and feeling. It's been said that our bodies tell us what is really on our minds, and it’s important to know not only what others might be telling you but what you could be telling them.
It's important for designers to have a fundamental understanding of body language and what are key signs to look for when interacting with users or project teams. There are key patterns that, when observed correctly, can tell you if someone is supportive of your idea, hiding their true feelings, or simply sitting back and daydreaming the meeting away.
Companies are no longer the authority on their business, marketplace and brand—consumers are. That’s why listening to the online conversation to hear what consumers are saying is the new key to success for disruptive innovations, successful product launches, brand positioning and more.
Social analytics can help your organization find real-time insights and adopt a new process for delivering innovative products that closely match consumer needs and therefore gain wider acceptance much more quickly.
Key Takeaways
Listen to Malcolm and learn:
What fundamental changes organizations must make to deal with the cultural shift that has transferred power to consumers
How social listening makes possible the real-time marketing that consumers now expect
Real-world case studies about the process of using social insights to drive product development focused on clearly identified consumer needs
Kyle Jepson, Sales Professor from HubSpot, joined the NYC HUG and gave a live demo of the Sales Hub. There were a lot of questions around this HubSpot tool so get ready for an interactive performance.
Tips and tactics you can use to get more leads, save more time, and build your business with marketing technology (even with a non-technical background. Marketing automation made easy!
Klaus-M. has 20 years of experience from enterprise sales to B2B SaaS inbound and outbound sales. This presentation gives a holistic overview of sales and many insights into his learnings.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
Smarketing Guide: How to align sales and marketingSalesIntel
Aligning sales and marketing is important if you want to achieve growth. Here are the best tips you can follow to align your sales and marketing teams.
An exploration of Step 3 of the 4 steps to the Epiphany in the context of the Lean Canvas. Creation = Solution/Customer Fit. What are the artifacts that you need to be building up as you answer the question of "Is this a Business?"
Lunch with Spekit and SaaStr: Building a Scalable GTM Motion on a Shoestring ...saastr
Zoe Hartsfield, Head of Community @ Spekit
Jack Ryan, Sales Manager - New Partnerships @ SaaStr
Mike Wander, Partner Manager @ SaaStr
At both SaaStr and Spekit, we are small nimble teams with limited access to resources.
You have to decide how you're philosophically going to approach a problem before throwing tools at it.
This is how we at SaaStr and Spekit have developed a tangible/ scalable GTM motion around personalized outreach and social selling.
On October 24th, 2017 - The Salt Lake City HubSpot Users Group had an awesome session with Dan Tyre from HubSpot, and Darin "Doc" Berntson from Bernco Media discussing Inbound Success planning for businesses in 2017 as well as recapping the Inbound 2017 event in Boston
How Startups Can Develop Successful Mobile Apps for iOS, Android and WebBig Nerd Ranch
Jonathan Richter is CEO of Winnona Partners, an app development firm based in Atlanta, GA shared how to approach your app as a business, and how customers discovery tactics to determine your app's core features, and more!
No Code Required: Bootstrapping without DevelopersDavid McNeill
David McNeill talks through bootstrapping content, physical and digital goods, services and software businesses without needing to touch the code in this presentation from the Berlin Bootstrappers meetup on February 20, 2018.
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
15 Minute Breakdown: Navigating the Evolution: Unraveling the Past Decade's S...Tinuiti
In the dynamic realm of digital marketing, the past decade has been a journey marked by seismic shifts. Unregulated tracking capabilities once provided marketers with unparalleled insights, only to face challenges from Apple's App Tracking Transparency (ATT) protocol and Google's cookieless initiative. Economic factors, including low interest rates and record liquidity, shaped a consumer spending landscape, with e-commerce's meteoric rise now reaching a saturation point..
In just 15 minutes, Tinuiti’s expert speaker, Adam Harms, Senior Strategist, Growth Media, will guide you through this cautionary tale. Advertisers who aren't diligent with their marketing investments risk a decline in profitability. However, armed with knowledge and strategic insights, they can not only weather the storm but also thrive in the face of evolving challenges.
Part 2 - Tools for Streamlining and Automating Your Law PracticeGreg McLawsen
Attorney Jordan Couch offers tools to improve your law firm's systems. From advertising and intake, to billing and feedback there are lots of tools to help you automate and simplify your legal practice.
Dave Kellogg SaaStr 2021: A CEO's Guide to MarketingDave Kellogg
Slides from Dave Kellogg's presentation at SaaStr Annual 2021, entitled A CEO's Guide to Marketing, where Dave discusses the top 5 things CEOs and C-level startup executives should know about marketing. Includes a 4-slide appendix of background resources.
Similar to Sales Hacking for Startups by @TammyCamp of @500Startups (20)
2. SALES HACKING
is the practice of using technology to rapidly grow and
automate your sales process.
WHAT IS SALES HACKING?
3. WHAT IS A CRM?
SALES INFRASTRUCTURE
● CRM stands for customer relationship management
● Typically a SaaS product
● Track leads
● Transparency on outside communication across teams
● Provides data on your sales process
● Example - Percentage of wins v loss
4. WHAT IS AN EXAMPLE CRM?
SALES INFRASTRUCTURE
● Streak (Free)
● RelateIQ
● Close.io
● Pipedrive
● Salesforce
● Do NOT use Excel
5. WHY DEFINE SALES STAGES?
UNDERSTANDING YOUR SALES STAGES
● Clear understanding of all stages
● Understand what the next action should be
● Process can give you clear metrics on sales
6. WHAT ARE EXAMPLES OF SALES STAGES?
UNDERSTANDING YOUR SALES STAGES
● Lead
● Contacted
● Demoed
● Closed - Won/Lost
7. WHAT IS LEAD SCORING?
LEAD SCORING
● Chance that the customer will close
● Based on metrics of previous sales performance
● Leads scoring helps keep turnover down
● Don’t waste time on unqualified leads
● Start with anecdotal scoring
● Have assumptions about whom the best customers are,
and prove that through your sales process by selling to
them
8. WHAT DATA HARVESTING TOOLS CAN I USE?
FINDING LEADS
● Import.io
● Python scripts on Github
● Outwit
● Nerdy Data
9. LEADS AS A SERVICE
FINDING LEADS
● Proleads.io
● Datanyze
● Data.com
11. WHAT ARE SALES AUTOMATION TOOLS?
SALES AUTOMATION TOOLS
● Tools that automate the sales process
● Outreach
● Tout
● GrowBots
12. TYPES OF OUTBOUND COMMUNICATION
OUTBOUND COMMUNICATION
● Email
● In Person
● Phone
13. TIPS ON EMAIL COMMUNICATON
OUTBOUND COMMUNICATION
● Personal tone
● Keep it short and to the point
● Use a common connection
● Make it as personalized as possible
● Asking for feedback instead of selling
● Always in with a binary question “can we chat Friday at
noon?”
14. WHAT IS A PIPELINE?
PIPELINE
● Pipeline is the amount of potential customers (revenue)
you have in yours sales process
● Understand the % of your won/lost ratio so you can
forecast to meet yours sales goals
15. WHAT ARE SOME BOOKS ON SALES?
BOOKS ON SALES
● Predictable Revenue
● Little Red Book of Sales
● SPIN selling