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Sales For Startups Outbund Sales Setup Crash Course.

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Presentation on theme: "Sales For Startups Outbund Sales Setup Crash Course."— Presentation transcript:

1 Sales For Startups Outbund Sales Setup Crash Course

2 Andrew Kinzer Head of product, customer success Manuel Medina CEO, head of sales

3 Agenda Why Sales? Create leads Understand persona Create messaging Experiment, learn and optimize

4 Why Sales?

5 Sales is faster than marketing You are early stage, brand unknown. Word of mouth is great but limited You need product market fit fast. Some revenue will be nice.

6 You know your customer Who your customers are How to find them Your job is to figure out whether: a.what you have stops a pain b.how much would they pay for it Rinse and Repeat

7 The Back Of Napkin Math Please ask us to email you the spreadsheet after, happy to send this if you want it

8 Your Leads

9 Where do I start Linkedin Sales Navigator to get names and companies Toofr.com to get emails sidekick.io for email validation Outreach or Persistiq with follow automated follow ups to get the ball rolling. Get on the phone!

10 but I am not a sales guy! Small size is the best time to be selling. Ask for feedback. Be complementary of their background. “Love what you are doing”. +50% higher RR Think of yourself as a doctor diagnosing Personally care!

11 Get In Their Heads

12 Sales ≠ Selling Sales = Helping (thanks Marylou)

13 Why Understand Them? Your ability to get their attention, and persuade them to LET YOU HELP THEM depend on your understanding of them.

14 No Personalization Hey {{first_name}}, I know you probably have a problem with X. I have an idea on how you can boost your Y to/by Z that’s completely achievable. Can I get 10 minutes on a call with you to walk you through the details on how my product can achieve that for you? {{sender.first_name}}

15 Light Auto-Personalization Hey {{first_name}}, I love what you’re doing at {{company}}, I’ve been following you guys for a while now. Real quick - I know as the {{title}} you probably have a problem with X. I have an idea on how you can boost your Y to/by Z that’s completely achievable. Can I get 10 minutes on a call with you to walk you through the details on how my product can achieve that for you? {{sender.first_name}}

16 Heavy Auto-Personalization Hey {{first_name}}, I love what you’re doing at {{company}}, I’ve been following you guys for a while now. I was doing some research on {{company}}’s website and saw that you currently use {{analytics_service}} and are probably dealing with around {{page_views}} page views a month. Most folks using that service at that level aren’t able to see how their users convert into demo signup forms. It means they can’t directly measure conversion, and can’t 2x, 3x or 4x it. I’m guessing that as the {{title}}, you probably think a lot about how to boost your Y to/by Z, and it’s something you’d be in a much better position to accomplish with our software. Can I get 10 minutes on a call with you to walk you through the details on how my product can achieve that for you? {{sender.first_name}}

17 Human Personalization Hey {{first_name}}, I saw on your LinkedIn a picture of you sporting a Richard Sherman jersey - nice! I am personally a Kam Chancellor guy, myself. =) So really quick - I was doing some research on {{company}}’s website and saw that you currently use {{analytics_service}} and are probably dealing with around {{page_views}} page views a month. Most folks using that service at that level aren’t able to see how their users convert into demo signup forms. It means they can’t directly measure conversion, and can’t 2x, 3x or 4x it. I’m guessing that as the {{title}}, you probably think a lot about how to boost your Y to/by Z, and it’s something you’d be in a much better position to accomplish with our software. Can I get 10 minutes on a call with you to walk you through the details on how my product can achieve that for you? {{sender.first_name}}

18 Multiple Touches

19 Benchmark Data 40% open rate average 52% average open rate if you use {{first_name}} 15% reply rate of open benchmark 3% opt out rate of opens

20 Experiment Tweak your messaging in small bites Small tweaks rule. 1-7% reply rate on intro line due to flattery A/B experiment Experiment and proceed Get 150-200 or more data points per template before making decisions.

21 Shameless Plug

22 Resources Marylou Tyler is here. She is fantastic. - go chat her up! Outreach email writing resource coming soon


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