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This is a deck created by Jorge Soto
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Sales Tactics | CRM | Team Building
Palo Alto, CA
Contents
Intro Sales Tactics/ProcessCRM and ToolsTeam Building
Good For…
Startups FoundersEntry Level/Intermediate Sales RepsTeam Leads
Who I Am
9 + years > Sales and Serial Entrepreneur
Door-to-door to Enterprise Sales
Angelpad Incubator Alumni
What is Sales
It’s a game of inches
A Process
Finding the buyers
Art of Effectively Dealing with Rejection
Managing Self Emotions
Art of Listening, Discipline, & Schedule Video Video
What is Start Up Sales
Starting from Scratch >> Gotta Hunt
Always a Cold Call
No Established Process
Constant Change
Fearless
Social
Doesn't’t overthink
GETS SH*T DONE
Startups Sales Profile
Sales ProcessOutreach Appointment Setting
Inbound LeadsBeta Sign Ups
Outbound LeadsStart Now - Pre-launch. Not Cold
Prospecting, Lead Gen, Qualification
The Approach
Objective: Begin Conversations!Conversations have StructureInbound versus Outbound Messaging NAMES!!! Use NAMES!!!Low and Slow Conversational talk
Email/Social Media Approach/Phone
Outbound Leads/Prospecting
Tools
Real or not?
Size of OrganizationBudgetTime Table
Inbound Lead Qualification
Find Reasons they’ll Buy -- Pain Points -- Improvements -- Desired ResultsInfluencer/s + Decision Maker/s IndentificationSell Multiple StakeholdersExceed Buying LineBudget/Financial Confirmation
Investigation
• Recap Close!
CLOSE!
• Leads, Contact, Opportunities/Deals• Web Form-to-CRM Set Up• Salesforce.com Leader• Marketing Automation• Lead Statuses, Stages, etc.
CRM
CRM
Hire a Maverick Early
Inside versus Outside
Train the team!
Document Process and Iterate
Team Building
Conquer Fears
Achieving
Crushing Mediocrity
Look in the mirror
This is about YOU
