30 Sales Tips to Build and Grow your Startup by Jon Woodroof and Enoch Pakanati

30 tips on how to build and grow your sales

@EnochPJames of @theSMarketers & @JonWoodroof of @twotoneamsImpact Chapter: Start-up Challenge | #impactchapter | April 14, 2016

The Presenters

Jonathan WoodroofTwo Tone Amsterdam

Enoch PakanatiThe Smarketers

Twotone Consulting is a sales, marketing & PR agency based in Amsterdam.

OFFERINGS

Sales Process Assessment

Sales-Marketing Alignment

Sales Strategy

Inbound Marketing

Branding and Promotions

Marketing Strategy

Lead Generation

Lead Nurturing

SEO

PPC

Marketing Process Assessment

Website Design + Development

Startups

Customers

You’ve been workingsuper hard

BUTYou’ve hit the wall

with these questions

1How can I get payments?

What can I do to reduce burn

rate?

2

How can I raise

more funds?

3

How can I increase my customers?

4

How can I motivate my

team?

5

What can I do to scale?

6

Here’s what you gotta do

Need to get stuff done? =

HUSTLE

Need to get stuff done? =

HUSTLE

CEO = Sales Guy

Start before your start

Start before you startselling developing

CreateCompetitor

AnalysisBuyer

Personas

Sales andMarketingStrategy

Your desperation kills sales

Practice your PITCH

Align Sales and Marketing

UseInfluencers

Leverage the power of

Social

Want to get found?-

Leverage Content

DO NOT FORGET - Follow Up!

Be BOLD - Don’t be shy to sell

Hire a sales

personbetter than YOU!

Your Ideal Customer Profile

Pitch Based on Pains + Useful Tools

Find & Hire Sales People

#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams

Creating your Ideal Customer Profile (ICP) on a company and

employee-level.


1. Don’t start with

tactics, start with data


2. Your ideal

customer profile#ICP


2. #ICP

Who will benefit the most from your

products or services?

bit.ly/IdealCustomerProfile


2. #ICP



• You can close a deal <30 days• Taking the startup runway into

consideration• Companies <200 employees• Easy to talk to• Abundance of them

Target Customer


2. #ICP



• Corporates• Long sales cycles• May not be able to close deal

now• Challenging to gain access• 1k+ employees

Ideal Customer


Pitch your ideal customerbased on the pains

your product or service solves&

leverage tools to optimize process


Lead Generationcompanies

people

contact info

outreach

meetings


3. List building via Linkedin

- linkedinexporttool.com- data-miner.herokuapp.com

Premium account• 31 day trial

• 16 filters in total

Boolean Search


http://linkedinexporttool.com/

http://data-miner.herokuapp.com/

4. Add contact data to your list

- Email Permutator (rapportive test)- Freelancers (e.g. upwork.com)- Automation(Findthatlead,Sellhack)


5.Canned

responses:repeat yourself

well


5.#emailforlazypeopl

e


5.Canned

responses:repeat yourself

well- 1. Introduction- 2. Benefits (pains your product

solves)- 3. Call to Action

1.2.3.


6. Define the

process


• Initial Contact, Phone or Face-to-Face Meeting DONE (April 9)

• Client sends over information for Proto to review DONE (April 8)

• Proto creates Ballpark Proposal IN PROGRESS (ETA April 16)

• Client approves the Ballpark Proposal

• Proto sends Master Services Agreement

• Client signs Master Services Agreement

• Proto sends Invoice for Deposit

• Project lead is assigned and becomes main point of contact

• Proto updates project management tool with Tasks, Stories and Milestones

• Client and Proto Work begins, Client is invoiced monthly


7.Ask consistent

open-endedquestions

to qualify leads


8.Budget

conversations are hard


9. ALL the

reminders!


10. Scheduling

meetings hurts.Ease the pain!


10. Scheduling



10. Scheduling



10. Scheduling



11. How best to

engage lists: quickmail.io


http://quickmail.io/

11. How best to




11. How best to




12. From anywhere

to Linkedin


12. The Salesloft Prospector

Chrome Plugin

http://bit.ly/SalesLoftChrome


http://bit.ly/SalesLoftChrome

13. Engage your

network when mentioned in the

news


14. Personalized

Linkedin invitations and

followups


15. The forward’able

introduction

http://entro.io


http://entro.io/

16. The Elevator

pitch


17. Twitter for

meetings at events


18. Yes, Instagram

for sales


19. Yes, Instagram

for sales


20. Yes, Instagram

for sales


21. Share lessons,

highlights, customers &

more

getrevue.co/profile/twotoneams


http://getrevue.co/profile/twotoneams

22. CRM?

your call.

nimble.com


http://nimble.com/

23. Email tracking on

the fly

getsidekick.com/


http://getsidekick.com/

Hiring sales people. How do you find them?How do you hire them?

&What questions do you ask?


24. Hiring sales

people.

Look for candidates that fit your

company’s specific core values and the sales culture

already on your team


25. How do you find

them?

1. Think Beyond Entry Level2. Consider Customer

Service3. Look At Financial

Services4. Coachability Is Key

Bonus tip: get involved with the community. Even organise an event yourself


26. How do you hire

them?

Look for candidates that want to start

their own business.

Here are some Do’s & Don’ts


27. How do you hire

them?

DO:• Honest about goals and

motivations• Could every new hire be future

GM? • References Really Do Matter• Don’t worry about on-point exp.• Insist on 2+ years of exp at deal

size


28. How do you hire

them?

DON’T:• Hire a sales rep to sell before

you can prove you can do it yourself

• Underpay• Hire because she worked at…• Hire folks you wouldn’t buy from


29. What questions

do you ask?• Ideal hiring profile (familiar?)• Candidates complete an exercise• Always check 2-3 references• Use a worksheet:

bonus: salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta#impactchapter | @EnochPJames of @theSMarketers & @JonWoodroof of @twotoneams

http://salesloft.com/resources/blog/2014/02/sales-compensation-plan-saas-startup-atlanta

30. Keep trying!


Thank you!

Add us on linkedin: linkedin.com/in/enochpjames & linkd.in/twotoneams


http://linkedin.com/in/enochpjames

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30 Sales Tips to Build and Grow your Startup by Jon Woodroof and Enoch Pakanati