S4S Sales Tactics Deck

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This is a deck created by Jorge Soto

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S4S Sales Tactics Deck

  1. 1. Sales Tactics | CRM | Team Building Palo Alto, CA
  2. 2. ContentsIntroSales Tactics/ProcessCRM and ToolsTeam Building
  3. 3. Good For…Startups FoundersEntry Level/Intermediate Sales RepsTeam Leads
  4. 4. Who I Am9 + years > Sales and Serial EntrepreneurDoor-to-door to Enterprise SalesAngelpad Incubator Alumni
  5. 5. What is SalesIt’s a game of inchesA ProcessFinding the buyersArt of Effectively Dealing with RejectionManaging Self EmotionsArt of Listening, Discipline, & Schedule Video Video
  6. 6. What is Start Up SalesStarting from Scratch >> Gotta HuntAlways a Cold CallNo Established ProcessConstant Change
  7. 7. Startups Sales ProfileFearlessSocialDoesnt’t overthinkGETS SH*T DONE
  8. 8. Sales ProcessOutreach Appointment Setting
  9. 9. Prospecting, Lead Gen, QualificationInbound LeadsBeta Sign UpsOutbound LeadsStart Now - Pre-launch. Not Cold
  10. 10. Outbound Leads/ProspectingThe ApproachObjective: Begin Conversations!Conversations have StructureInbound versus Outbound MessagingNAMES!!! Use NAMES!!!Low and Slow Conversational talkEmail/Social Media Approach/Phone
  11. 11. Tools
  12. 12. Inbound Lead QualificationReal or not?Size of OrganizationBudgetTime Table
  13. 13. InvestigationFind Reasons they’ll Buy -- Pain Points --Improvements -- Desired ResultsInfluencer/s + Decision Maker/s IndentificationSell Multiple StakeholdersExceed Buying LineBudget/Financial Confirmation
  14. 14. CLOSE!• Recap Close!
  15. 15. CRM• Leads, Contact, Opportunities/Deals• Web Form-to-CRM Set Up• Salesforce.com Leader• Marketing Automation• Lead Statuses, Stages, etc.
  16. 16. CRM
  17. 17. Team BuildingHire a Maverick EarlyInside versus OutsideTrain the team!Document Process and Iterate
  18. 18. This is about YOUConquer FearsAchievingCrushing MediocrityLook in the mirror
  19. 19. Thank You!Jorge SotoContact Me:Jorge@mopub.comJorge@sales4startups.org@sotoventures

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