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Sales Hacking for Startups by @TammyCamp of @500Startups

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Sales Hacking is the practice of using technology to rapidly grow and automate your sales process.

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Sales Hacking for Startups by @TammyCamp of @500Startups

  1. HACKING 4 STARTUPS SALES with Tammy Camp
  2. SALES HACKING is the practice of using technology to rapidly grow and automate your sales process. WHAT IS SALES HACKING?
  3. WHAT IS A CRM? SALES INFRASTRUCTURE ● CRM stands for customer relationship management ● Typically a SaaS product ● Track leads ● Transparency on outside communication across teams ● Provides data on your sales process ● Example - Percentage of wins v loss
  4. WHAT IS AN EXAMPLE CRM? SALES INFRASTRUCTURE ● Streak (Free) ● RelateIQ ● Close.io ● Pipedrive ● Salesforce ● Do NOT use Excel
  5. WHY DEFINE SALES STAGES? UNDERSTANDING YOUR SALES STAGES ● Clear understanding of all stages ● Understand what the next action should be ● Process can give you clear metrics on sales
  6. WHAT ARE EXAMPLES OF SALES STAGES? UNDERSTANDING YOUR SALES STAGES ● Lead ● Contacted ● Demoed ● Closed - Won/Lost
  7. WHAT IS LEAD SCORING? LEAD SCORING ● Chance that the customer will close ● Based on metrics of previous sales performance ● Leads scoring helps keep turnover down ● Don’t waste time on unqualified leads ● Start with anecdotal scoring ● Have assumptions about whom the best customers are, and prove that through your sales process by selling to them
  8. WHAT DATA HARVESTING TOOLS CAN I USE? FINDING LEADS ● Import.io ● Python scripts on Github ● Outwit ● Nerdy Data
  9. LEADS AS A SERVICE FINDING LEADS ● Proleads.io ● Datanyze ● Data.com
  10. LEAD VERIFICATION FINDING LEADS ● Tower Data ● Clear Bit ● Full Contact ● Rapporative
  11. WHAT ARE SALES AUTOMATION TOOLS? SALES AUTOMATION TOOLS ● Tools that automate the sales process ● Outreach ● Tout ● GrowBots
  12. TYPES OF OUTBOUND COMMUNICATION OUTBOUND COMMUNICATION ● Email ● In Person ● Phone
  13. TIPS ON EMAIL COMMUNICATON OUTBOUND COMMUNICATION ● Personal tone ● Keep it short and to the point ● Use a common connection ● Make it as personalized as possible ● Asking for feedback instead of selling ● Always in with a binary question “can we chat Friday at noon?”
  14. WHAT IS A PIPELINE? PIPELINE ● Pipeline is the amount of potential customers (revenue) you have in yours sales process ● Understand the % of your won/lost ratio so you can forecast to meet yours sales goals
  15. WHAT ARE SOME BOOKS ON SALES? BOOKS ON SALES ● Predictable Revenue ● Little Red Book of Sales ● SPIN selling
  16. QUESTIONS? SLI.DO/#500TAIPEI HAVE

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