Sales 101: Presentation given at DreamIT Ventures
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Sales 101: Presentation given at DreamIT Ventures
- 1. Sales 101 for your Start-up Mark I LaRosa
- 2. Things to consider Who do you sell to? (sniper or shotgun) Do you market or sell? (both) When do you hire someone to focus on revenue? Who do you hire? Blue Jeans or Grey Hair
- 3. Different types of sales / salespeople Type of customer and product drives type(s) of sales functions needed: Marketing Business Development Inside Sales / Tele-sales Outside Sales Account managers Hunters vs Farmers
- 5. PR is best (driving inbound) = qualified leads
- 8. RESIST DEMOS
- 9. Embrace the word “NO” Ask for the sale No gives the chance to ask why? No can mean: Not now Not in that way Not at that price
- 10. negotiation If I… will you…. Good Cop – Bad Cop End of quarter pushes
- 11. You never call anymore Use the phones…. SEO is great, but nothing beats personal contact. Don’t expect your prospects to do the hard work
- 12. Managing sales people Manage to metrics Ultimately expect results Let comp plan do the heavy lifting Press on accelerating the close Flush out deals that are not real Don’t let salespeople trend to the easier conversations Great salespeople are easier to manager
- 14. Commissions
- 15. Draw
- 17. Bonus
- 19. SPIF (Sales Promotion Incentive Fund)
- 20. OTE (On Target Earnings)
- 22. Failed salespeople are the biggest waste of capital
- 23. Right sales team = life or death
- 24. Don’t Scale until you know your head from your feet
- 28. Confidence
- 29. Ability to listen and answer questions directly
- 30. Grasp general ideas around your product quickly
- 31. Creative thinking on new ways to pitch your product
- 32. Construct a pitch on the fly…
Editor's Notes
- Started as a programmer – founded my own start-up – quickly moved into salesBeen doing sales for over 15 years for start-ups and other small and growing companiesBuilt sales teams – and never missed quota
- Types of Customers Consumers Small Businesses Enterprises Marketers
- How to get volume up: PR is the best – qualified leads Articles. Blogs, Linked-in, etc.
- The Genius of never logging into the software I was selling.Focus on how you are going to change their world – not how its done with your productIf you can convince the customer that you will change their world… the rest is gravy.They can live with imperfections in the product – they understand the true valueAngelsoft: Came in and changed the presentation from walking through the day in the life to value
- No Demos! Demo’s are chances to screw up, Show pre-recorded videos if you have to
- Why?Too expensive,
- SPIF = need a customer in Consumer packaged Goods, need a contract over $10,000 in value