Sales Tactics | CRM | Team Building

Palo Alto, CA

Contents

Intro Sales Tactics/ProcessCRM and ToolsTeam Building

Good For…

Startups FoundersEntry Level/Intermediate Sales RepsTeam Leads

Who I Am

9 + years > Sales and Serial Entrepreneur

Door-to-door to Enterprise Sales

Angelpad Incubator Alumni

What is Sales

It’s a game of inches

A Process

Finding the buyers

Art of Effectively Dealing with Rejection

Managing Self Emotions

Art of Listening, Discipline, & Schedule Video Video

What is Start Up Sales

Starting from Scratch >> Gotta Hunt

Always a Cold Call

No Established Process

Constant Change

Fearless

Social

Doesn't’t overthink

GETS SH*T DONE

Startups Sales Profile

Sales ProcessOutreach Appointment Setting

Inbound LeadsBeta Sign Ups

Outbound LeadsStart Now - Pre-launch. Not Cold

Prospecting, Lead Gen, Qualification

The Approach

Objective: Begin Conversations!Conversations have StructureInbound versus Outbound Messaging NAMES!!! Use NAMES!!!Low and Slow Conversational talk

Email/Social Media Approach/Phone

Outbound Leads/Prospecting

Tools

Real or not?

Size of OrganizationBudgetTime Table

Inbound Lead Qualification

Find Reasons they’ll Buy -- Pain Points -- Improvements -- Desired ResultsInfluencer/s + Decision Maker/s IndentificationSell Multiple StakeholdersExceed Buying LineBudget/Financial Confirmation

Investigation

• Recap Close!

CLOSE!

• Leads, Contact, Opportunities/Deals• Web Form-to-CRM Set Up• Salesforce.com Leader• Marketing Automation• Lead Statuses, Stages, etc.

CRM

CRM

Hire a Maverick Early

Inside versus Outside

Train the team!

Document Process and Iterate

Team Building

Conquer Fears

Achieving

Crushing Mediocrity

Look in the mirror

This is about YOU

Jorge Soto

Contact Me: Jorge@mopub.comJorge@sales4startups.org@sotoventures

Thank You!