Y Combinator alumni sales school (Summer 2014)
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This document provides an overview and guidance for outbound sales. It discusses lead generation strategies like buying lists and researching target lists. It emphasizes qualities like consistency, asking questions, and following up until getting a yes or no answer. The document also provides templates for cold calls and emails, including introductory scripts, qualifying questions, and closing approaches. It concludes by advertising a sales workshop to provide hands-on training for lead generation, cold calling, and cold emailing techniques.
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Y Combinator alumni sales school (Summer 2014)
- 1. ! Sales School ! Steli E(i steli@close.io
- 2. Helped 200+ venture backed startups in Silicon Valley scale sales.
- 5. ! Hustle Show Up. Follow Up. Close.
- 6. ! High tolerance for pain rejecEon + state control
- 7. ! Consistency Is King Sales is High Performance Sport
- 8. ! She who asks leads QuesEons + AcEve Listening
- 9. ! Value Sells Nobody cares about your features !
- 11. ! Fortune is in the follow up Never stop unEl Y/N !
- 12. ! 3 People To Follow Up With Today!
- 13. ! Sales Basics Q&A
- 14. ! Outbound Sales
- 15. Lead GeneraGon • Buy Lists • Scrape Lists • Research Lists • Outsource
- 16. Customer DNA •Quality over quanEty •Narrowly defined •Consistency in results •10-‐30 leads a day
- 17. Sales Calls 1: Reach People 2: Sound Good 3: Ask Questions 4: Manage Objections 5: Close
- 18. 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
- 19. Cold Emailing 1: Open 2: Read 3: Respond 4: Follow Up
- 20. ! Outbound Sales Q&A
- 21. ! Workshop
- 22. Workshop (3 Groups) 20 minutes each 1: Lead Generation 2: Cold Call 3: Cold Email
- 23. ! Sales School ! Steli E(i steli@close.io