Presentation prepared for the Founder Institute session on Sales & Traction in Santiago, Chile.
Talking about Traction, Lead Gen, Sales operations, Marketing stunts.
12. SALES & TRACTION
Source: http://fundersandfounders.com/traction-how-successful-startups-first-got-users-infographic/ , http://www.businessinsider.com/10-brilliant-marketing-stunts-
that-put-startups-on-the-map-2014-8#tinder-visited-sororities-and-their-partnering-fraternities-on-campus-and-devised-a-master-plan-to-get-tons-of-signups-1
Paul Graham mentioned Reddit in one of his essays
BLOGGER REVIEW
Paul English made a deal with AOL with only a 10-page slide deck and a 2-person team to show.
Kayak launched with 15,000 daily searches
DEAL WITH A BIG CO.
AirBnB massively replied to listers of rental property, offering them to list on AirBnb.
CRAIGSLIST POSTS
Noah Kagan built up a mailing of 20,000 subscribers. When Mint launched, they blasted the news
out to 20k interested people.
MAILING LIST
Foursquare launched at SXSW which kicked off their growth. They added around 4k users that
month. After that they began aggressively adding new cities.
DEMO AT TECH SHOW
Dollar Shave Club blew up in 2012 with a launch video that both echoed Old Spice's popular ads.
The video, staring CEO Michael Dubin, has over 15 million view.
VIRAL VIDEO
Josh Kopelman paid 100K to a small town for it to be named half.com, which gained him national
media coverage.
PUBLICITY STUNTS
18. SALES & TRACTION
“SELL” DEFINITION
1.give or hand over (something) in exchange for money.
2.persuade someone of the merits of.
synonyms: persuade someone to accept, convince
someone of the merits of, talk someone into, bring
someone round to, win someone over to, get
acceptance for, win approval for, get support for, get
across, promote
3.(archaic) trick or deceive (someone).
Source: https://www.google.cl/webhp?sourceid=chrome-instant&rlz=1C5CHFA_enES564ES564&ion=1&espv=2&ie=UTF-8#q=sell%20definition
22. SALES & TRACTION
MAKE SURE TO:
Source: http://www.slideshare.net/thorleifhallund/the-art-of-selling-value
CREATE VALUEENGAGE PROSPECTS LEVERAGE COGNITIVE BIAS
with a personalized,
consultative approach.
Create a relationship
with your prospects.
show you can create
more value than your
competitors and focus
on showing you create
greater outcomes
get an MBA from
Eminem…
Source: http://www.slideshare.net/mcpheats/23-killer-questions-to-use-
with-your-prospects?
23. SALES & TRACTION
COGNITIVE BIAS & DEFEATING YOUR COMPETITOR
1.In-group Bias
2.Herd Behavior
3.Availability Cascade
4.Distinction Bias or Outgroup Bias
5.Ambiguity Bias
6.Credential Bias
7.Ingroup / Outgroup
8.Basic Direct Marketing: List The Objections Up Front
9.Humor Bias
10.Extreme Outgroup
11.Credential bias (again)
12.Scarcity
Source: James Altucher, http://techcrunch.com/2014/01/18/how-to-get-an-mba-from-eminem/
https://www.youtube.com/watch?v=gatNLacOjC8
25. SALES & TRACTION
▸ 48% of sales people never follow up with a prospect
▸ 25% of sales people make a second contact and stop
▸ 12% of sales people only make three contacts and stop
▸ ONLY 10% of sales people make more than three contacts
▸ 2% of sales are made on the first contact
▸ 3% of sales are made on the second contact
▸ 5% of sales are made on the third contact
▸ 10% of sales are made on the fourth contact
▸ 80% of sales are made on the fifth to twelfth contact
OH AND… MAKE SURE TO FOLLOW UP !!!
Source: https://www.salesgravy.com/sales-articles/closing-techniques/Following-Up-with-Prospects-90-Percent-Never-Do
31. SALES & TRACTION
=
“OBSTACLES DON’T HAVE TO STOP YOU. IF
YOU RUN INTO A WALL, DON’T TURN AROUND
AND GIVE UP. FIGURE OUT HOW TO CLIMB IT,
GO THROUGH IT, OR WORK AROUND IT.”
Michael Jordan
32. SALES & TRACTION
ALL THE ROADS LEAD TO ROME
Source: Philipp Schmitt, Benedikt Groß, and Raphael Reimann, Wired, http://www.wired.com/2015/12/here-are-all-the-roads-that-lead-to-rome/#slide-1
36. SALES & TRACTION
▸ The Evolution of the Sales & Marketing Relationship
▸ The Company Changing Magic of Sales Operations Done Right
▸ Predictable Revenue
▸ Enterprise 2.0 - The Science of Inside Sales
▸ SaaS Best Practices - SaaS Inside Sales Benchmark Report
▸ A Blueprint from the Woman who Helped Adroll Double its Sales force and sales
▸ 10 Brilliant Marketing Stunts that Put Startups on the Map
▸ Evolving New Sales Model
▸ The Evolution of the Sales Model
▸ The Art of Selling Value
▸ How to get an MBA from Eminem
▸ Five Signs You're Losing a Sale -- And How to Save It
▸ Following Up with Prospects - 90% Never Do
▸ TOOLS
▸ http://www.slideshare.net/mcpheats/23-killer-questions-to-use-with-your-prospects? [Questions for prospects]
▸ https://www.fullcontact.com/blog/sales-prospecting-automation/ [Prospection Automation]
▸ http://firstround.com/review/building-your-best-sales-deck-starts-here/ [Sales Deck Optimization]
▸ http://firstround.com/review/Your-Product-Demos-Suck-Because-Theyre-Focused-on-Your-Product/ [Product Demo]