Talk about startup sales and marketing

1. GET
SALES
DONE
Hampus Jakobsson
@hajak

2. 1. What is your current revenue
2. What is your MCV
a. none
b. very small and random
c. $1000-5000 / month
d. $5k-50k / month
e. >$50k / month
a. no clue. at all.
b. <$50 MRR / deal
c. <$50 - $5k MRR / deal
d. >$5k MRR / deal
@hajak
WHO ARE YOU

3. DISCOVERY PRODUCT SCALE
@hajak

4. SCALE
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION PRODUCT
@hajak

5. SCALE
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
Document
the pain
PRODUCT
@hajak

6. SCALE
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
PRODUCT
@hajak

7. SCALE
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
PRODUCT
@hajak

8. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
PRODUCT
@hajak

9. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
@hajak

10. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
ITC, buying
process, lead
source
@hajak

11. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
@hajak

12. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
THECRMLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
@hajak

13. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
THECRMLINE
THETOOLSLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
@hajak

14. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
channels, geos,
platforms,
target groups,
…
THECRMLINE
THETOOLSLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
@hajak

15. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
channels, geos,
platforms,
target groups,
…
THECRMLINE
THETOOLSLINE
THEDEBTLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
@hajak

16. <$50
MRR / deal
$50 - $5000
MRR / deal
> $5000
MRR / deal
Self service
Best at marketing
100% data driven
Complex field sales
Being the best
100% gut driven
High velocity inside sales
Human meets machine
Funnel conversion
INSIDE
THE
TORNADO
INNOVATOR’S
SOLUTION
[
]
PREDICTABLE
REVENUE
CHALLENGER
SALES
[
]
INBOUND
MARKETING
DON’T
MAKE
ME
THINK
[
]
@hajak

17. PEOPLE DON’T WANT TO BE SOLD
BUYERS NEED HELP
UNHAPPY CUSTOMERS CHURN…
…AND WRITE BAD REVIEWS
AMBASSADORS
WEB, EMAIL, HUMAN
@hajak

18. GET
SALES
DONE
Hampus Jakobsson
@hajak