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2014 Sales Speaker Series:
Inside Sales 101 for Startups
Ilya Lichtenstein Steli Efti
Jorge Soto
#s4s | @sales4_startups
2014 Sales Speaker Series
Inside Sales Roles &
How to Create Outbound Prospect Lists
Jorge Luis Soto
Agenda
-Who I am
-What is Inside Sales
-Inbound vs Outbound
-Lead Qualification Cycle
-Inside Roles to Consider
-Walk Thro...
Who I Am
10 + years
Door-to-Door to Enterprise
Who I Am
Who I Am
What is Inside Sales
Individuals who sell by phone and
normally do not leave the office.
“remote sales,” most lately called “virtual
sales,” or...
Inbound vs Outbound
Inside Roles to Consider
Inbound Qualifier
Outbound Hunter
SMB/Mid-tier Closer
Lead Qualification Cycle
Inbound Sales Qualified Leads
Outbound Sales Qualified Leads
“The Handoff”
Walk Through: Create Prospect
Lists!
Tools and Services
Who is my Prospect and
Where is their Data?
Initial Qualifiers/Rules
Department
Titles
Linkedin, AppStore
Find Contact Info
Organized (where you store
and find your leads)
Import In CRM
Attack!
Sales4StartUps Event, Inside Sales 101 at Wilson Sonsini in Palo Alto, CA
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Sales4StartUps Event, Inside Sales 101 at Wilson Sonsini in Palo Alto, CA

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Who would attend?
Founders interested in developing an inside sales process and team.
Founders interested in learning how to generate early prospects/leads.
Early business side employees at startups who have been tasked with selling.
Anyone interested in startup sales!
Topics include:
Agenda:
6pm-645pm -- Networking
650pm-7pm - Intro by Kai Chang
7pm-730pm - Jorge Soto - "Inside Sales Roles" and "How to Create Outbound Prospect Lists"
735pm - 805pm - Steli Efti - "Cold Emailing & Calling 101" and "The Four Stages of Startup Sales Hiring"
810-840pm - Ilya Lichtenstein "Rapidly growing your sales pipeline"
845-9pm Q&A

Published in: Business
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Sales4StartUps Event, Inside Sales 101 at Wilson Sonsini in Palo Alto, CA

  1. 1. 2014 Sales Speaker Series: Inside Sales 101 for Startups Ilya Lichtenstein Steli Efti Jorge Soto #s4s | @sales4_startups
  2. 2. 2014 Sales Speaker Series Inside Sales Roles & How to Create Outbound Prospect Lists Jorge Luis Soto
  3. 3. Agenda -Who I am -What is Inside Sales -Inbound vs Outbound -Lead Qualification Cycle -Inside Roles to Consider -Walk Through: Create Prospect List ----Tools & Steps
  4. 4. Who I Am 10 + years Door-to-Door to Enterprise
  5. 5. Who I Am
  6. 6. Who I Am
  7. 7. What is Inside Sales
  8. 8. Individuals who sell by phone and normally do not leave the office. “remote sales,” most lately called “virtual sales,” or professional sales done remotely. - Ken Krogue
  9. 9. Inbound vs Outbound
  10. 10. Inside Roles to Consider Inbound Qualifier Outbound Hunter SMB/Mid-tier Closer
  11. 11. Lead Qualification Cycle Inbound Sales Qualified Leads Outbound Sales Qualified Leads “The Handoff”
  12. 12. Walk Through: Create Prospect Lists!
  13. 13. Tools and Services
  14. 14. Who is my Prospect and Where is their Data? Initial Qualifiers/Rules Department Titles Linkedin, AppStore
  15. 15. Find Contact Info
  16. 16. Organized (where you store and find your leads)
  17. 17. Import In CRM
  18. 18. Attack!

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