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S t a r t u p S a l e s S u c c e s s
Thursday, October 10, 13
Design.	
  Hack.	
  Hustle.
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
The Startup Hustle
1 - A focus on results
2 - Impatience
3 - Shamelessness
4 - A strong follow up
5 - Dealing with rejection
6 - High values
7 - Resourcefulness
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Minimal	
  Viable	
  Pitch.
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Opening:
Hi, my name is___________. I'm calling some startups in the area to find out if they
are a good fit for our beta program.
What we do in a sentence is we provide companies with a sales team on demand.
Does this sound generally interesting to you?
Qualifying:
● What is your current sales process?
● Who are your customers? How do you get leads?
● What’s the customer life time value?
Test Closing:
● We want to start in 4 weeks - does this work for you?
● The beta program is heavily discounted. It’s going to be $X/day per salesperson
● We can only offer you 1 Salesperson to begin with (that’s going to be me)
● What is the decision making process in your company? How quickly can we make
a decision?
>>>Schedule Closing Call
Thursday, October 10, 13
Minimal	
  Viable	
  Pricing.
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
How to price for products/features that
are not ready?
* Name a price
* Discount price for early commitment
* Move feature up in timeline for early commitment
* Price reactions?
Sweet spot:
20% Too High ; 60% High but Yes ; 20% No problem
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Low	
  Hanging	
  Sales.
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Low Hanging Sales
* Family & Friends
* Network
* Investors
* Use your title (Founder / CEO/ Etc)
* Referrals & Introductions
- Make lists
- Do your homework (LinkedIn)
- Write the email (template)
- Be shameless
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
We	
  want	
  more	
  sales.	
  
Let’s	
  hire	
  more	
  salespeople?
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Nope.	
  Sales	
  Hiring	
  101
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Sales	
  Explora8on	
  
Vs.	
  
Sales	
  Execu8on
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Your	
  Incubator	
  is	
  not	
  a	
  
scalable	
  source	
  of	
  leads.
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Sales Exploration Hiring
* Founder involvement a must
* Hire 2 young/hungry SP ( 2 years experience)
* Test, test, iterate
* Wait till things are kinda figured out
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Sales Execution Hiring
1) Find great sales leadership
2) Assembly Line the sales process
3) Scale
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Sales	
  Model	
  ExploraGon:
Predictable	
  +	
  Scalable
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
3 Steps to Sales Epiphany
Step 1) Customer Profile
Who is ideal customer?
How do we qualify them?
Step 2) Lead Sources
Scalable sources for high quality leads?
Step 3) Sales Process
Most successful way to sell to my market
Inbound/Outbound ; Emails , Calls, Demos, Outside/Inside
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
Startup Sales Metrics
# New Leads Per Month
% Growth of # of New Leads Per Month
% Leads that Qualify
% Qualified Leads that Close
# Average Time To Close
$ Average Cost Per Acquisition (CAC)
$ Average Revenue Per Close (CLTV)
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
hIp://close.io/free-­‐sales-­‐course/
Thursday, October 10, 13
Q	
  &	
  A
steli@close.io
Close.io	
  -­‐	
  Startup	
  Sales	
  Success	
  Webinar	
  
Thursday, October 10, 13
S t a r t u p S a l e s S u c c e s s
Thursday, October 10, 13

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Startup sales success

  • 1. S t a r t u p S a l e s S u c c e s s Thursday, October 10, 13
  • 2. Design.  Hack.  Hustle. Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 3. The Startup Hustle 1 - A focus on results 2 - Impatience 3 - Shamelessness 4 - A strong follow up 5 - Dealing with rejection 6 - High values 7 - Resourcefulness Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 4. Minimal  Viable  Pitch. Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 5. Opening: Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program. What we do in a sentence is we provide companies with a sales team on demand. Does this sound generally interesting to you? Qualifying: ● What is your current sales process? ● Who are your customers? How do you get leads? ● What’s the customer life time value? Test Closing: ● We want to start in 4 weeks - does this work for you? ● The beta program is heavily discounted. It’s going to be $X/day per salesperson ● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make a decision? >>>Schedule Closing Call Thursday, October 10, 13
  • 6. Minimal  Viable  Pricing. Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
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  • 8. Low  Hanging  Sales. Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 9. Low Hanging Sales * Family & Friends * Network * Investors * Use your title (Founder / CEO/ Etc) * Referrals & Introductions - Make lists - Do your homework (LinkedIn) - Write the email (template) - Be shameless Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 10. We  want  more  sales.   Let’s  hire  more  salespeople? Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 11. Nope.  Sales  Hiring  101 Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 12. Sales  Explora8on   Vs.   Sales  Execu8on Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 13. Your  Incubator  is  not  a   scalable  source  of  leads. Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 14. Sales Exploration Hiring * Founder involvement a must * Hire 2 young/hungry SP ( 2 years experience) * Test, test, iterate * Wait till things are kinda figured out Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 15. Sales Execution Hiring 1) Find great sales leadership 2) Assembly Line the sales process 3) Scale Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
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  • 17. 3 Steps to Sales Epiphany Step 1) Customer Profile Who is ideal customer? How do we qualify them? Step 2) Lead Sources Scalable sources for high quality leads? Step 3) Sales Process Most successful way to sell to my market Inbound/Outbound ; Emails , Calls, Demos, Outside/Inside Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 18. Startup Sales Metrics # New Leads Per Month % Growth of # of New Leads Per Month % Leads that Qualify % Qualified Leads that Close # Average Time To Close $ Average Cost Per Acquisition (CAC) $ Average Revenue Per Close (CLTV) Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 20. Q  &  A steli@close.io Close.io  -­‐  Startup  Sales  Success  Webinar   Thursday, October 10, 13
  • 21. S t a r t u p S a l e s S u c c e s s Thursday, October 10, 13